B2B Sales Myths: Great Relationships

B2B Sales Myths: Great Relationships

The world is full of B2B  salespeople who claim, quite proudly, to have great relationships with their customers.  If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that salespeople hide behind to keep from...
Ten Commandments of an Ethical Salesperson

Ten Commandments of an Ethical Salesperson

Here are ten commandments that sales professionals should follow to ensure they follow ethical sales practices. 1. Ethical salespeople don’t intentionally misrepresent anything. Never, never, never lie to a customer.  About anything.  Ever.  Period. 2. Fix any...
Advice for Salespeople in This Economy

Advice for Salespeople in This Economy

Q.  Any advice for a salesperson in this economy?  It seems like almost every customer is saying that they are cutting back and delaying spending.  How can I get them to loosen the purse strings and buy? A.  Great question.  I’m sure this change in the economy and...