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As an international speaker and consultant, I cover the world from Sydney to Dubai . Here are 10 secrets that have made the difference for me and my family.
The question plaguing CEO's and sales managers around the country today is, "How do I get my team back to work?" After the tragedy that has gripped us for the last week, what is the best way to help o...
Doing what it takes to make the sale
I just returned from speaking in Istanbul, Turkey where I bought, no, I was sold, a rug and in the process learned that real selling, and especially Team Selling, is alive and well.
Roman Or Norman? It's The Difference Between Being Seen As A Partner Or An Invader.
The recent dismissal of Bobby Knight as the head coach of Indiana University should mark as big a change for sales management as it did for coaching. For years it was popular for sales managers to abu...
Yesterday, I worked with a group of wonderful sales people who sell for one of the leading companies in their industry. You would all recognize the brand. They were complaining (only a little) that th...
One of the most common questions I receive from my clients and those I coach is, "how do I get past the buyer to the real decision maker". This is clearly one of the most important questions for any s...
Use adequate equipment - Computer projectors that require the room lights to be down are not acceptable. So are projectors without remote mouse controls! Adjust the room - have the engineers remove bu...
How to create business when the PO's all dry up.
We are watching a very fundamental sales management problem played out in the Florida elections (this is not political!). It's called BLAME and it can destroy our sales organization from within.
Do you know what makes a good customer for your company? I'll bet you do. You know whether your company is better with the Fortune 500 or the Inc. 500. You know what product lines your operations serv...
Cutting prices can lose business“If you can do it for $12, you can have the business.” With his next three words, Bill lost thousands of dollars of business. He said, “I’ll take it!”
Much of the friction between members of a selling team comes from unspoken expectations left unmet. The sales manager expects the report to be in by Monday or the marketing department expects the lead...
How to protect yourself against the unseen enemy
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