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Posts Tagged "selling"


By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

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Do you sometimes allow your fear to drive your selling process?  This can negatively impact your close rate.  Here’s a way to deal with it. By Jill Konrath If you’re selling, you’re most likely experiencing fear. I say that, because I’ve dealt with it my entire professional career. I’ve worried about meeting my quota. Then, when I did, I worried about doing it the next month. I was afraid of losing...

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by Nancy Nardin David and Matt have discovered that simplicity in sales matters, and as a result, they’ve hit the big time book lotto. I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input.   Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “Eat This, Not That!” The book is referred...

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by Colleen Francis Connect, Enlighten and Thrive in a New Era of Sales Today’s marketplace is in the midst of a profound transformation in how sales are generated and sustained, and nowhere else is that more apparent than in the changing relationship between sellers and buyers. Gone are the days of pure transactional selling. Buyers don’t wait for you to come to them anymore. Instead, they seek out what they are looking for. When...

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By  Monika D’Agostino  Most organizations want to prospect Fortune 1000 companies. While tempting, it can be a bit like boiling the ocean. After all, there are 1000 companies on the list and the big question is always how to prioritize. While many companies listed on the Fortune list are desirable prospects, some may not be and it’s really important to understand that, otherwise your sales people will end up dialing for...

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