How to Sell Commodities

How do you sell when the competition has exactly the same product?  Are you reduced to being the low price?  Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting.  Here’s a...
6 Keys to Being a Professional Sales Person

6 Keys to Being a Professional Sales Person

I often hear my clients lament that they wish they had a more professional sales force.  That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles.  But what exactly does it mean?  And why is it a good thing?...