Derailed by Details? June 2, 2020 pdonehue 4 Comments In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.… Continue Reading →
Which “Half” of Your Sales Effort is Working? April 25, 2019 pdonehue You may be familiar with the name John Wanamaker, who was a highly-successful retail business man and considered a marketing… 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 →
Assume the Sale… but Never the Reason! March 1, 2019 pdonehue At the outset of each new year it is common for business organizations to set new revenue-growth goals, and people… Continue Reading →
Sales Process Productivity March 26, 2018 pdonehue Leaving aside the “selling skills” or “charisma” associated with those perceived as the most successful sellers, when you consider the… Continue Reading →