In discussing different aspects of a salespeople’s growth last week, the sales director and I debated the fundamental gaps that continue to emerge. We agreed those gaps included instances where the ability to speak with senior contacts was lacking, how addressing groups in a corporate presentation lacked compelling involvement, vital information was being left on

Asking questions for the sake of asking questions is one thing, asking questions to move down a solution based sales track is another, but asking questions to elicit what influences your client is another story altogether. When you know how to look for and listen for signs, beliefs and language and you can then decode

Salespeople – Help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else. Salespeople- Be generous! Go where your competition fear to tread and give me the extras. The extras, the overs, the information,

Your thought leadership point of view should differentiate you from your competitors, establish you as the ‘go to’ expert in that field and position you as a trusted advisor …” Craig Badings, author of “Brand Stand: Seven Steps to Thought Leadership”, Sounds pretty snazzy, doesn’t it? So how do you get it? What’s the first

Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Have any of you figured out what is going on yet? Is customer loyalty really down? Are sales cycles either nonexistent or getting even longer? Are boardroom presentations being tweaked more than ever to ensure