Navigating Difficult Times – Sales Leaders

Navigating Difficult Times – Sales Leaders

We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now? In an earlier article, I shared some...
Q&A for Sales People: Selling Commodities (QA-S-3)

Q&A for Sales People: Selling Commodities (QA-S-3)

Question: “How do you provide a solution when selling a commodity?” Answer: Great question.  On the surface, it seems almost like a contradiction in terms – “If it’s a commodity, how can it be a solution?” Before I begin, let me suggest you go to my website and read...
Q & A for Sales People:  Motivation

Q & A for Sales People: Motivation

Question:  I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call.  I can’t be the only sales person who struggles with this. Can you...