In my private client consulting I urge clients to gain commitments and get prospects to pay a minimal amount for proposals that involve significant staff time to prepare. This does two things: first it determines client commitment by closing a mini sale upfront and, second it employs the principal of consistency and commitment for prospects […]
Continue readingIf you could do just one thing to improve the performance of your organization’s sales managers – and, by extension, the performance of your reps – what would that one thing be? The answer, according to a new study, by EcSELL Institute, is to provide professional development for your sales managers. According to the report […]
Continue readingSales Advice Today, I have a simple message that will kick you in the ass and get you moving faster than marching orders from General George S. Patton Jr. himself. If it doesn’t, then you just don’t have the ‘Right Stuff’ and where you are is about as good as it is going to get […]
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