Finally a Rule to Improve Sales Velocity

Finally a Rule to Improve Sales Velocity

The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely...
What about the Buyer’s Process?

What about the Buyer’s Process?

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales...
Sales Force Turnover: Good or Bad?

Sales Force Turnover: Good or Bad?

There is a common belief that sales force turnover is always a bad thing. I’ve even read several articles supporting this point of view. Well, I am here to say that some sales force turnover is a good thing.  Anytime someone leaves, it affords you the opportunity to...
How To Recession Proof Your Business

How To Recession Proof Your Business

Yes it’s coming, whether you like or not, at some point this economy is going to shift. And depending on which economist you follow, it looks like the downturn will hit somewhere around end of 2020 beginning of 2021. Now before you put this article down because it’s...