This is a question that I am asked so often, and my response is always the same… I describe the “Running Away” personality and the “Running Towards” personality. The running away person is awoken by their alarm clock and they immediately hit the snooze button. Ten minutes later, the buzzer goes off again. “Just ten more […]
Why Selling is Both an Art & a Science
The dichotomy facing sales leaders today, is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development. This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in […]
Are You Up to the Challenge of Change?
Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders: These new ways of thinking probably directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find […]
Lead Generation and the Use of “Pareto Thinking”
Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of […]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also deeply concerned that even the super-rich corporations who used to put their latest intakes on a solid two year program before letting them loose on an unsuspecting audience, now believe […]
- « Previous Page
- 1
- …
- 12
- 13
- 14
- 15
- 16
- …
- 26
- Next Page »