C level strategic / Blog

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Stop Mind Reading

Stop Mind Reading   John thought the sales call went well. He enjoyed a great rapport with the customer. He answered all her questions and even had his office email some data that he...

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Prospecting

Prospecting   The Essence of Survival Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes...

Manage What You Can Control 0

Manage What You Can Control

Manage What You Can Control     My friend Paul is a VP of Sales. He manages two sales managers, a dozen salespeople and several distributors. His company is doing well and he’s excited...

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Powerful Sales Meeting Agenda

Powerful Sales Meeting Agenda   Many salespeople would rather have a tooth extracted than sit through a sales meeting. They have been conditioned to view sales meetings as a waste of their valuable time....

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Performance Improvement Plan

Performance Improvement Plan   Every sales manager encounters underperforming salespeople from time to time. Before you decide to replace them try helping them do better. This is usually a better solution than going through...

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Under Promise, Over Deliver

Under Promise, Over Deliver Selling is much more than prospecting and getting people to buy your stuff. Selling is about developing relationships with good fit customers for mutual benefit. Selling is about win-win situations....

Three More Sales Management Traps 0

Three More Sales Management Traps

Three More Sales Management Traps It’s easy to fall into the more common sales management traps. Managing a sales force is incredibly demanding. Not only are you responsible for the salespeople who report to...