I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
Tag: Sales Training
Win/Loss Analysis--Are You Learning As Much As You Should?
Give Your Sales People What They Need! Posted on August, 2021
My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement … [Read more...]
What Is The Objective Of This Call? Posted on June, 2021
Do you have a clear objective for each call/meeting you have with the customer? … [Read more...]
The "Secrets" Of Sales Posted on May, 2021
Recently, I was approached to talk about The Secrets Of Sales. When asked, it … [Read more...]
The Joy Of Selling Posted on May, 2021
Why do we sell? Why do we choose a job that requires us to sell? Is it … [Read more...]
What Is Your Development Plan For Your People? Posted on May, 2021
My friend, Tibor Shanto, and I were talking this morning. He asked me a … [Read more...]
When The Formulas Don't Work Posted on March, 2021
We spend a lot of time trying to figure out what works. We look for methods, … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
Are You Confident Enough In Your Value Not To Discount? Posted on February, 2021
Discounting has reached Pandemic levels. It used to be something we used as a … [Read more...]
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