In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management. His question was quite simply “What is the most important management trait I should consider developing first?” Very interesting question because there are several essential traits that need to be developed as early as … Read More...
Over the past few weeks, I have been sharing my thoughts on the significant changes taking place within the “sales space” – specifically, the way that we sellers sell. These thoughts have been based not only on my own assumptions, which have been formulated over the past couple of years, but also on conversations and […] Read more...
Latest LinkedIn Article
Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general … Read More
Jonathan Farrington interviews Brian Sullivan, co-author of the recently published “Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts” Sandler Enterprise Selling provides a sixstage approach for winning business with enterprise accounts, serving them effectively and expanding the relationships over the longterm. With the fundamental Sandler Selling System as its bedrock, Sandler Enterprise Selling builds on […] Listen Here