There continues to be prognosticators on sales who believe that variable compensation is the root cause of bad sales behaviors, namely the self-oriented, “whatever it takes” approach that would cause salespeople to sell their clients something that would not benefit them.
Seth Godin’s latest book “This is Marketing” is filled with industry truths that you simply can’t afford to miss hearing. On ...
My instructor gave me very clear directions. He said, “Pull the accelerator towards you.” I barely moved it and the plane ...
Consultative doesn’t mean what many salespeople believe. They believe that it means a soft approach, one that isn’t high ...
There is a type of displacement outside of removing your competitor that is equally—and in some cases—even more difficult to ...
Most people believe that producing a better result in some area of their life requires that they start doing something, that ...
Amy Franko is an author, speaker, and expert in modern selling and sales skills. She’s put her most recent observations and ...
The pattern that occurs in sales conversations is one which tends to start with a discussion of challenges or better future ...
There is a man on his hands and knees underneath a street light. He is searching for something he’s lost. A police officer ...
In Afghanistan, the locals have a saying about their strategy with soldiers from other countries. The saying is: “You have ...
As I was writing Eat Their Lunch: Winning Customers Away from Your Competition, I realized something about salespeople and ...
The first time I wrote about competition on my blog, I received a number of negative comments and a few emails. The people ...
It used to be customary that the salesperson to try to connect and develop rapport with a prospective client before tackling ...
Business is not difficult for you. Business is difficult for everyone. There are systemic challenges in every industry that ...
Making better decisions – in business and in life – is one of the top goals for many people. On this episode of In The ...
One surefire way to miss your goals is to have a pipeline that lacks integrity. The lack of integrity isn’t intentional. No ...
It’s easy to make one call to a prospective client each quarter, believing that your single attempt is prospecting. You can ...
There is deafening silence where there was a cacophony of shrill voices shouting down cold calling and singing the praises ...
Last week, Seth Godin taught me something about competition. Some part of me already knew what I learned, but the words he ...
On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most ...
If you don’t know who your dream clients are, if you haven’t identified the best prospects in your territory, you have a ...
