Q&A from Salespeople: Account Strategies

This podcast answers these questions:  Q.  What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some...

Do You Have Your Own Style of Selling?

Many salespeople harbor a set of beliefs that hinder their performance.  These often sound reasonable and are held onto without question.  Looking a bit closer at them uncovers how they limit a salesperson’s performance. One of the most harmful of...

Take Back Your Life

Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s...