On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.
Mike Anderson, on April 15, 2013
On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.
The Center for Sales Strategy, on April 12, 2013
How you are viewed can often be determined by when a buyer wants to talk to you.
Alina McComas, on April 10, 2013
A couple of months ago, I registered to compete in a triathlon. As I began training for the three-sport event, I quickly began to notice similarities between how I was preparing for the race and sales. So what do they have in common? More than you might realize… let me share my story with you.
One of the practices we preach is that every client meeting should start with a quick overview of events leading up to the meeting, and an agenda for what you would like to accomplish during the session. It is a step that people often skip… at their own peril. Why do I make that sound so ominous?
Demrie Henry, on April 8, 2013
If you were to ask 100 salespeople why they hate sales meetings, and then take all of their reasons and put them in a giant pot, fill it with water, and turn up the heat… the myriad of responses would all boil down to one and only one reason; they believe they’re a waste of their time!
Brian Hasenbauer, on April 6, 2013
Mad Men Season 6 debuts this Sunday on AMC and over the past several seasons the show has done a great job of showing a society in change and how the advertising world has evolved to adjust to these shifts in society’s norms.
The Center for Sales Strategy, on April 5, 2013
Mike Anderson, on April 4, 2013
The Center for Sales Strategy, on March 29, 2013
It’s been said that “price objections melt in the presence of a bright idea.” And there is some truth to that axiom. But selling ideas is hardly a novel approach these days. In fact, your competitors attempt to do that every day.
