I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc. So, let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” […]
Creating a Sales Environment That Promotes Problem-Solving
Salespeople have their own unique sets of beliefs, some of which limit their potential in sales. For instance, as we are witnessing now, during a pandemic, some members of a sales force may believe that strong sales are impossible. But if one person increases their sales, what seemed an inevitable fact will suddenly appear more […]
Holding Back the Years (Or the Inevitable?)
Ten years ago, I wrote this article …. “Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have […]
Leading from the Front in Challenging Times
The Sandler Research Center is pleased to present the findings from our most recent research, “Leading from the Front in Challenging Times.” Our primary intention was to discover the current challenges and changes in operating style faced by sales leaders with the arrival of the COVID-19 pandemic. The survey was divided into seven sections, all […]
Has There Ever Been a More Critical Time to Review Your Sales Strategy?
It is almost impossible to overstate the need for every sales organization to have a well thought out and achievable sales strategy. It is a plan that guides and steers the sales team through a specified period of time and keeps them on course. Not having such a strategy can be likened to taking a […]
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