Are you in sales? Do you have a boss or have people working for you? Got people working with you? Do you work with people?  If you answered “yes” to any of these questions, there are people who expect things from you. The question is, are their expectations consistent with the reality you are prepared to deliver? Will you […]

There are essentially two ways to go about selling anything. Either sales strategy can work if we define “work” as “lead to a sale.” One way will leave you and your client happier, more satisfied, and with a stronger relationship. The other will not. To illustrate this, let me tell you the stories of my […]

If you’ve got sales reps working for you (really, if you’ve got anyone working for you), and you’re getting all the accurate information from them that you need, when you need it, then read no further. If you need any more accurate information than you’re getting, when you need it, read on.   A SALES […]

I’ve learned some things about networking in recent years that I wish I’d known a long time ago. LOST OPPORTUNITY If I’d known 20 years ago, I’d be rich now, and my work-life (which I’ve liked) would have been more fulfilling. Networking is different from prospecting. (And, by the way, even my prospecting looks more now […]

Most of the sales people I work with have the best interests of their clients at heart. They’re looking to make deals that’ll be great for all parties involved. But that’s not universal. I’m glad to say that the attitude I’m about to tell you about is rare and getting rarer. But it’s still out […]