People don’t go to football games to watch football. Oh, a few people do, but not enough to come close to filling the stadium. To find out who the pure fans are, you’d have to do away with the video screens, the mascots, the cheerleaders, the halftime shows, any foods more exotic than hot dogs, [...]
Everyone likes a good deal. Unfortunately we salespeople may mistakenly accept that a good deal for the customer requires that we quote our best price. That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When [...]
If you’re looking for a successful salesperson to hire — a salesperson who not only CAN sell but WILL sell — look for a salesperson with PRIDE. PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results [...]
Leadership is not logical. It’s deceiving to regard leadership as a straightforward skill with a set of sure-fire steps. Sure, you can find books extolling traits of a good leader and attend seminars that teach leadership principles and best practices. Merely learning and applying these practices will leave you flatfooted when it comes time to [...]