How to Influence Decisions March 15, 2021 pdonehue Leave a comment 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 Leave a comment 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 Leave a comment 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 Leave a comment 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 Leave a comment 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 Leave a comment 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 Leave a comment Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,… Continue Reading →