Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future. They are emerging from a place defined by fear, uncertainty and insecurity. You must: Recognize that active motivation is […]
The FIVE Critical Sales Challenges Facing Every Company, Everywhere in 2020 ….
I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we […]
Selling in 2020: The Survival of the Fittest?
There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is […]
The Sales Cabinet for More Consistent Sales Achievement Levels in 2020
Although the debate has been raging since someone first sold something to someone else, it is my personal belief that selling is both an art and a science. To put it another way, a salesperson’s skills determine their level of artistry at selling and their strategic planning provides a scientific platform for their sales activities. […]