What can we learn from our victories?

What can we learn from our victories?

I’ve written a blog as well as a complete chapter in my book on the topic, “What can we learn from a lost sale?” You can read the blog on my website. However, in my humble opinion, we should also take the time for a debrief on why we won the deal! Recently I was...
Don’t overcomplicate the sales process

Don’t overcomplicate the sales process

I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
What can we learn from our victories?

What is the goal of your initial sales call?

Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...