Have a mentor-be a mentor

Have a mentor-be a mentor

Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...
Make the most from a lost sale

Make the most from a lost sale

Let’s face it. No one likes to lose business. That empty feeling after losing a hard-fought battle can be devastating. This is especially true if you lose a deal in one of your key accounts that you forecasted at a 90 percent close rate. It is an extremely emotional...

Are you a price-based sales person?

  Why do some salespeople believe that price is the most important ingredient in making the sale? They begin their sales campaign by emphasizing the lower cost of their product. Or even worse, by telling prospects that if they can make a decision before the end...

Do you recognize this device?

When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone...