A Sales Process to Build Upon

In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process.           Once we have an overview, we can understand every sales...

The Ultimate Self-Improvement Skill

Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs.  The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill –...

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...
Navigating Complexity – Part Two

Navigating Complexity – Part One

Navigating your way through complexity in a rapidly changing, information-saturated world I just received a notice to upgrade one of my software programs from version 7.9.1 to the latest – version 7.9.2.  You know the drill, as it happens almost daily. Log in to your...