Salespeople are selfish. This opinion is widely held, and assorted other ideas float alongside it. Salespeople are greedy, self-centered, aggressive and pushy. I chose the profession because I have always been a persuasive and friendly person. Sales seemed like a natural place for me to be. Ever since I could talk in full sentences, I […]
Read more“Let us never negotiate out of fear. But let us never fear to negotiate”. – John F. Kennedy I have been a parent for many years now. One of the things I have discovered during this portion of my life is that teaching kids how to advocate and negotiate for themselves is a key life […]
Read moreIn Lewis Carroll’s book Alice’s Adventures in Wonderland, Alice asks the Cheshire Cat which way she should go. He tells her it depends on where she’s going. “I don’t much care where,” Alice said. “Then it doesn’t matter which way you go,” said the Cat. Sometimes you find that people set up websites for their […]
Read more5 Key Areas To Challenge Your Sales Reps In Order To Drive Growth The true nature of sales leadership involves being able to challenge your team openly and responsibly. You owe it to them and your company to be the type of leader that’s not afraid to hold your team accountable. From a culture prospective, […]
Read moreThe Reason Why Everyone Needs to Learn Sales I once met a guy. Let’s call him Tom. Tom was very smart. He had a gift for technology and worked hard. This guy had several degrees, qualifications, and read a lot of books on IT. Bottom line, Tom was brilliant at his job as an IT […]
Read moreHow to Choose the Right Sales Manager for Your Company The sales manager is arguably the most critical person in the company. Hiring a leader for a sales organization is a decision that is more critical for a company. Majority of CEOs would agree that by hiring the right sales manager would catapult the growth of […]
Read moreIn the ever-changing universe of sales, a debate among sales scholars has been raging since the constructions of Uruk. Sales scholars and academics debated the fundamental differences between selling a ready property to an off-plan. The house was divided between sales veterans that believed that there were no significant differences, and sales warriors who firmly […]
Read more“Humor is mankind’s greatest blessing” -Mark Twain A recent report that was published by McKinsey Global Institute stated that automation will dramatically impact the careers of salespeople. With the advent of automation and various activities that are geared to improve the performance of almost any business, many of the roles that salespeople fill will be […]
Read more“Nowadays people know the price of everything and the value of nothing”. — Oscar Wilde When looking for the biggest roadblocks to sales success, one reason, in particular, stands out for many sales professionals. Simply put, it’s the inability to communicate the value of a product or service. The second biggest roadblock tends to be difficulty in […]
Read moreI’ve been working for Miller Heiman Group for nine years. I’ve been selling for 25-30 years, at least in an official capacity. I started right out of college for a small commercial printing and supply company. It involved a wealth of door-to-door, cold calling, and cutting your teeth on a lot of rejection. I’ve spent […]
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