by Janice Mars | Oct 27, 2016 | Leadership
It’s true that sales leaders have a myriad of responsibilities, and with so much on their plates, things either get missed or drop off their list. And when these two top priorities are overlooked, the risk can be lost deals and wasted time, money and resources. I’m...by Anne Miller | Oct 21, 2016 | Sales
When I asked a new client why he selected me from among the three he had interviewed for presentation training for his team, his answer surprised me. I thought he would say the quality of the programs, my willingness to customize, my methodology, or any of a number of...by Janice Mars | Oct 13, 2016 | Sales
Without the right preparation, it is difficult to truly take a customer call or meeting to the next level. You may luck out and it could happen anyway, but there’s such a huge opportunity to ensure it goes the way you want. And, there’s so much more risk if you and...by Anne Miller | Oct 6, 2016 | Sales
What is more awkward than having to ask for business or negotiate tough issues with a friend? What do you say? What do you do? How do you stay firm on the issues, but soft on the relationship? I recently received a call from Andrew R. who recently changed from B2B...
