Who’s Your Champion?

Do you have a champion in your key accounts? You know, the person that gives you a heads up on important company matters that might affect your business. Also known as a sponsor, supporter, or friend, this person is your advocate. The champion relationship ranks as...

How To Stop Getting Emotional About Sales

One of the constant running themes during sales coaching is about getting emotionally involved. No big surprise, according to the Objective Management Group, getting emotionally involved is one of the most common and 5th most powerful weakness found in salespeople. I...

Pitch Slapped

Nothing bothers me more than hearing how a sales person pitched a client. What does that mean? That you pitched them what you believe are the most important features and functions in your products and services? That you could care less what the buyer is trying to...

Two Easy Ways to Master LinkedIn for Sales

By now, many of us are familiar with and use LinkedIn to connect with colleagues and other people in our professional lives. But are you using it wisely in your sales activities? You’ve probably set up a basic profile for yourself and established connections… and then...