When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership.
DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
If people are leaving your company for one of your competitors, they haven’t felt engaged at your organization. Here’s what you can do to improve the situation.
Do you have a leadership philosophy? You might need one if you plan to lead with consistency and credibility.
What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track.
Many mistakenly believe that being humble is a sign of weakness. We associate the word, “humility,” with other words that are unfair attachments to the true meaning of humility.
It was a great opportunity, double the salary I’d been earning and THE company everyone wanted to work for in 2006. I said “no” to the offer and started my own business instead. The offer, incredible as it was, didn’t fit the commitments I’d made in my personal life. Raising a special needs child, I’d
In a recent blog post for People First Productivity Solutions, Deb Calvert encourages reps to “obliterate” industry stereotypes. “You aren’t bound by sales stereotypes,” she points out. “You can choose different behaviors.”
B2B sellers are mostly missing the mark because they rely too heavily on tired sales techniques.