How to Influence Decisions March 15, 2021 pdonehue You may be familiar with a story about baseball legend Ted Williams, who is still considered by many to have… Continue Reading →
A Great Opportunity for Today’s Sales Professionals July 16, 2020 pdonehue The biggest issue people in every organization face today is uncertainty, said speaker David Brock, founder and CEO of Partners… Continue Reading →
How to Make Your Value Prop Stronger! July 10, 2020 pdonehue T.M.I.? As we all know, the acronym stands for “too much information,” and is often used when someone over-shares things… Continue Reading →
Likability in Sales? March 30, 2019 pdonehue In a recent Harvard Business Review article by J. Keenan, the relative importance of “likability” in the sales process was… Continue Reading →
Optimizing Outside Sales Days August 30, 2018 pdonehue If your sales process involves field-based selling, then you are well-aware of the importance of making each field sales day… Continue Reading →
Get the Business First & Sell the Details Later November 22, 2017 pdonehue In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.… Continue Reading →
The Stars in Your Presentations? (No One Ever Really Needs a Shovel!) June 26, 2017 pdonehue Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,… Continue Reading →