I always have mixed feelings about Labour Day, on the one hand I still get that gloomy back to school feeling I used to get as a kid, (is it me, or was it always cloudy and a bit colder on Labour Day?). Now as an adult, and a sales person, I look forward to [...]
I speak to many people whose cards say they are in sales, but when you speak to them, you begin to wonder. To be honest I am not surprised, because I find that a lot of people “end up” in sales rather than selecting sales as a profession. Just look around and see how many [...]
Certain clichés take root and become part of the tapestry without much if any re-examination of their current reality. Sometimes there is no harm in this, but other times simply accepting something just because it has been around a while, and is repeated by many who have not given it a second thought or spent [...]
On Friday, I posted a piece titled Why Have A Sales Process If It’s Not Being Followed, about why some organizations have a sales process when it is not followed or adhered by everyone. There were a number of different responses addressing different aspects of the issues raised, others rationalizing why a sales process does [...]
One of the holy grails for many in sales is “the shorter sales cycle”. I have written about it, in fact my article “How to shorten your Sales Cycle?“, was voted the number 1 article by readers at Top 10 Sales Articles, you can find others looking at velocity and other ways to achieve this. [...]
