by Anne Miller | Jan 30, 2017 | Sales
When I asked a client why his colleague’s presentation had not gone well, he used a tennis analogy and said, “Basically, he started with his second serve and stayed there.” Although what this colleague said was valuable, apparently his delivery lacked strength,...
by Janice Mars | Jan 25, 2017 | Sales
We have all seen Law & Order and read books or watched movies that clearly show us that, when lawyers negotiate, someone wins and someone loses. I recently realized this when talking with a friend of mine who is a lawyer – clearly, we define “negotiate”...
by Shari Levitin | Jan 20, 2017 | Sales
Have you ever met a salesperson that’s well, too “sales-y”! They mean well, but they’re message just doesn’t resonate. What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid...
by Caryn Kopp | Jan 16, 2017 | Sales
Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – direct mail, SEO, pay-per-click,...
by Shari Levitin | Jan 13, 2017 | Leadership
Keenan The Sales Guy, and author of Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You, put out a challenge to his followers to give genuine thanks to the person who helped them most in 2016. You can read about it here. It feels...
