Every day, salespeople commit suicide – or at least, professional suicide. The scenario goes something like this: Skeptical Customer: “So, why should I buy from you? We’ve been buying from (company X) for years. Earnest Salesperson … Continue reading Gawrsh, We’ve Got Great Service!
It always amazes me when I talk to salespeople about their own stories of dealing with other salespeople as customers. The stories are fun because salespeople, when they are on the buying side, can spot and … Continue reading What Your Customers Really Want From You
What if I told you that most sales forces underperform? And when I say “underperform,” I mean anything from “doesn’t quite achieve its potential” to “complete and utter waste of time and money.” Maybe your sales … Continue reading Are You Doing What is Urgent, Important, or Valuable?