Three Ways Lack of Trust Impacts Sales Results

I recently read Stephen M.R. Covey’s book,The Speed of Trust.  Not sure how I missed this one, however, it’s my new favorite.  In his book, Stephen talks about three areas of trust:  character, competence and commitment. Now most of us have talked about the importance...

Why People Buy From You

People buy for all sorts of reasons. They either need something or want something. When you’re the buyer, you typically have some idea based on your needs, wants, past experiences, budget, etc.  And, due to the plethora of information at our fingertips, we know that...

Women Sales Pros You Need to Meet

Today we are pleased to launch Women Sales Pros, a place to find some of the best, B2B sales experts in the world. We are: Keynote speakers on B2B sales topics Top consultants on sales process, inside sales, negotiation, EQ, sales strategy, prospecting, and sales...

What to do Right after a Big Win

Great news, you won the sale!  The contract is signed and implementation plans are in place.  Is it time to move on to the next sale?  Not so fast. The best next step, often overlooked, is a retrospective meeting with your new customer.  A retrospective is an...

Why Do People Hide On LinkedIn

Why do people hide on LinkedIn? Do sales people not realize that LinkedIn is a powerful social networking opportunity? That LinkedIn is the world’s largest professional network on the Internet with more than 332 million members? It always surprises me when I see a...