As we turn the page on 2021, I thought I’d quickly share some of my favorite books of 2021. These are books that I’ve enjoyed and recommended to friends and colleagues. Some are business focused, but others are more life/development focused. I should also quick note, you may have seen me mention some of these …
Are you helping people buy your product/service? Or are you selling it to them? It’s easy to get caught up in the tactics of sales – qualifying, uncovering pain points, convincing decision makers, creating urgency… doing whatever it takes to get a signed contract. But is this what your prospect wants? Do they want to …
If you are like most sales teams, you determine your monthly sales goals by taking your yearly goal and dividing it by twelve. If you give a rep a yearly target of $1.2 million, then you tell them they need to get at least $100,000 in each month. But is that accurate? Are your sales …
A change has been taking place in the world of sales. Just as media and communications have moved online, so too have the most effective ways of developing a sales strategy. The old sales model required that sales reps be actively involved in every interaction with a prospect. They had to identify each prospect, reach …
“Is this company going to do what they say they are going to do?” That’s the big question that your prospects are asking themselves. They know what you say can do. It’s the same thing that your competitors are saying. But are you actually going to do it? This is why trust is required in …
