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Posts Tagged "selling"


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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When we are children growing up, it’s fairy tales and stories that shape our thinking, they trigger our imagination and fuel our creativity. As adults it’s not that different, we are always drawn to stories that we can relate to. by Monika D’Agostino In a consultative B2B environment we are often faced with a situation where we are selling the invisible. There is no physical product we can showcase when we are prospecting on the...

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by Jill Konrath Is it a good idea to contact multiple decision makers in an organization at the same time? A lot of salespeople are afraid that means they’re going behind somebody’s back, and they certainly don’t want to to do that. The answer is – it’s absolutely OK and you should be doing it! You can’t have your whole future in an organization based on one person’s schedule. That person may...

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