Every sales person (and business professional) knows the acronym WIIFM -- What's … [Read more...]
Category: Performance
Category: Performance
WIIFT -- The New Sales Mantra
Getting Caught In A Lie --- Why Do Sales People Do This? Posted on March, 2009
I'm sitting in my office doing some work and the phone rings. In answering, some … [Read more...]
Is Everyone In The Same Boat, Rowing In The Same Direction? Posted on March, 2009
So we've completed all the layoff's, we've re adjusted our strategies to … [Read more...]
What If We Stopped Using The Economy As An Excuse? Posted on February, 2009
Yesterday, I was speaking to a colleague. He had a though provoking observation. … [Read more...]
A Resource No Sales Professional Should Be Without!! Posted on February, 2009
Welcome To Top Sales Experts 2.0 (TSE 2.0)!Today, we opened the doors on Phase … [Read more...]
Surviving Through Tough Times, Things We've Learned Posted on February, 2009
A client called my attention to an article that I wrote during the last … [Read more...]
It's Not Your Customer's Responsibility To Do Your Job! Posted on January, 2009
Yes, this is another post about what professional sales is all about.It seems … [Read more...]
Does Management Really Want The Truth? Posted on January, 2009
I'm a great fan of Michael Wade's column in US News and World Report. He just … [Read more...]
How To Handle An Established Sales Rep Who Won't Engage In New Account Development? Posted on January, 2009
Paul Castain raised this issue at LinkedIn. It's an interesting question. Let me … [Read more...]
Sales Manager: Stop Wasting Your Time On Coaching Meetings! Posted on January, 2009
I get complaints from both sales people and managers on the topic of coaching. … [Read more...]
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