My consulting helps clients enhance customer acquisition and retention. A key trait in the best performing clients is that their people have passion that drives their success. They tell me, “I love what I do!” That passion that gets them up every morning is visible...
Bringing people together to solve problems is what the best salespeople do well. Selling is about solving problems in ways that convince people to engage effort and resources they might not have done without your influence—including buying your product or service. Here are the three steps to practical,...
Too many salespeople have a habit that I call over-pitching and under-relating. I’ve seen such behavior first hand and I can tell you the outcome: the customer runs as fast as he or she can to get away from such people....
Many industries have a notable summer slowdown....
If you’re in sales (or in any business) you’re going to face rejection. A lot....
