You may believe that your calendar is for keeping track of the appointments that you have with other people, with your clients and your dream clients. You would be wrong. Your calendar is for much, much more than that.
This is part two of my interview with Jill Konrath on her new book SNAP Selling. Here is part one.
I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling. ...
When you lose an opportunity, you lose it to another salesperson. That hurts. More often than not, what allowed another ...
You need to improve results. Now. You are focusing on the one thing you have to improve in order to give yourself the best ...
Last week, on November 19, 2010, Jonathan Farrington, Chairman of the JF Corporation, and proprietor of Top Sales World, ...
There are countless skills and activities that a salesperson must master to succeed in sales, outside of the fundamental ...
You’ve been here for a while, right? I’ve seen you here before. You’ve read a few posts; maybe even more than a few posts. ...
Sometimes you want to be creative in sales, and you are right to be. But other times, you aren’t applying your creativity to ...
Virtues are a kind of excellence pertaining to morality. It would be hard to list the virtues of a business-to-business ...
The job title may be sales manager. The duties and responsibilities may be managerial in scope. But if you are to succeed in ...
No one wins every sales opportunity (unless they are competing for too few opportunities). It is inevitable that sometime, ...
Most managers are addicts. They are helplessly, hopelessly dependent upon reports. This is especially true of executive ...
You know better than to slam your competitors on a sales call. It isn’t how you compete. You know that it diminishes your ...
There it sits, the big stack of paper that is the Request for Proposal. So much promise, so little hope of winning. You want ...
Some of your clients are keeping score. Some of them are keeping a meticulous record using state-of-the-art metrics that are ...
I give politics a wide berth here. But occasionally you have to swerve into them a little bit to make a point. Last night I ...
Sales is competition. Someone wins the business and everybody else loses. Selling well and creating all the value you can ...
You have nurtured the relationships, discovered the ground truth, built the relationships, and developed with your dream ...
You received your quota for next year. It’s big, but it is achievable. Now you have to write and work your plan to reach—and ...
I wrote a very long post about Amazon.com’s decision to defend selling a book on how to be a pedophile without getting in ...
