Data presented by Gallup during a recent event was very compelling, and might well give organizational leadership some clear targets…
We frequently ask sales teams to answer this simple question: “What’s the one thing your organization has that none of…
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the…
If making outbound sales or prospecting calls is part of your job, then you know it is important to continually improve…
Whether you are a sales manager, business executive or business owner, becoming “interested” is an important component of driving your…
How often should / must we remind our customers of the value we bring to the table? Is a once-per-year…
In a recent LinkedIn Pulse article, sales behavior and productivity expert Robert Roseberry shared data indicating that over 40% of…
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…