I don’t think it was by chance that Arthur “Red” Motley’s well-known and frequently cited fifteen-word definition of the selling…
In one of last year’s posts we discussed the “engagement surprise,” which was identified as the measurable return-on-investment (R.O.I.) that…
While there are multiple objectives associated with the various steps of the selling process, closing the sale is the ultimate…
It’s all new! The latest… new and improved! It’s an updated, enhanced formula, just released! Hot off the press, the…
The culture of any given enterprise is most often a reflection of its leadership, and the sales force tends to…
People often ask, “How many sales calls can we make on a prospect before going over the line?” Here are…
We all know that growing a business or sales territory is hard work. As noted in our previous post, a…
Do you have an annualized business development plan? If not, please read on… because having such a plan can make…
“Nothing can stop the man with the right mental attitude from achieving his goal. Nothing on earth can help the…
Frank Edwin “Tug” McGraw Jr., was a Major League Baseball relief pitcher and the father of country music singer Tim…