The desk top/office phone is going the way of the eight-track, VCR, tapes, CDs, fax machines and many other older technologies being replaced by smartphones and social media. Inside sales organizations are ghost towns these days with the only sound being the pitter patter of little fingers typing away on keyboards. More and more executives […]
Month: August 2013
The Vendor Client Relationship – In Real World Scenarios
I saw this and laughed for a while because it highlights how ridiculous negotiations are sometimes. This clip brought to mind two things that I wanted to share. The first is that we need to start being less apologetic in sales. We are a very apologetic group in Sales. When someone asks us for the […]
Selling to Priorities
There are plenty of great things about our products and services we can all talk about but which ones do our customers actually care about? Unfortunately many of us show up to sales calls/meetings unprepared, with no goals or actual agenda, we ask a few basic questions and then take a hard shift into a […]
What Universally Works in Sales?
I was asked this question by a potential client the other day. After talking about our approach to training and the techniques, process, etc. we talked about all the competition that is out there including Miller Heiman, Sandler, TAS, etc. He asked me if I have ever come across a process, technique or anything that […]