Archives posted in: Selling
New ventures would be wise to go slowly with the initial sales effort and carefully manage the “sales learning curve (SLC),” according…
More We have all learned something the hard way, and those lessons tend to be well learned. Those of us with little gray…
More Ever thought what it costs a company to hire an inferior sales person? In their new book, “Never Hire a Bad Salesperson…
More In the search for the ultimate super-seller, author Richard Abraham offered attendees of a recent University of Chicago Sales Roundtable insight into…
More Constant change in today’s business environment has made running the sales organization more demanding than it has ever been. The CSO (Chief…
More Effective sales and marketing messages resonate with customers like tuning forks resonate with guitar strings. Each excites the intended party while leaving…
More The time that salespeople spend with prospects is a valuable and precious commodity. Who wants to waste it with a corporate backgrounder?…
More Malcolm Gladwell poignantly demonstrates the value of personal relationships throughout The Tipping Point. In one of his stories, he tells of the…
More Why does the price of pen vary so much? Functionally, they are all simply writing instruments for applying ink to paper. We…
More Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or,…
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