Sales Differentiation-are you perceived the way that you think you are?

Mar 29, 2015 | Uncategorized

What is sales differentiation and how does it differ from product or market differentiation? Sales differentiation is the way that you engage with the prospective customer during and after the sales cycle that distinguishes you from the competition and solution to the...

Poor Sales Management- What does it cost the company?

Mar 29, 2015 | Sales

As someone who has been in sales management since 1993, I take pride when sales management is done well. Conversely, I take great offense to bad sales management and there is a ton of it out there! Perhaps one of the most gratifying aspects of management is developing...

Mar 29, 2015 | Uncategorized

Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...

Where is wisdom found?

Mar 29, 2015 | Uncategorized

Where do you find wisdom? Through a Google search? In a book? I conducted a Google search for wisdom because that is where most people these days try to find things. The top results listed wikipedia and several on-line dictionaries with the definition for the word...

Who are today’s Gatekeepers?

Mar 29, 2015 | Uncategorized

Remember the days when the dreaded executive admin (aka-gatekeeper) would screen all incoming calls to their executives. As a salesperson, you were convinced that they all looked like battle axes, always woke up on the wrong side of the bed and never had even the...