I recently had a birthday (certainly I’m not admitting which one…). I reflected a bit about my personal and business life. Being a trainer, I’m amazed that as much as the world of business has changed, business-development professionals are still making some of the same mistakes. Searching for customers is different. Networking is the
I am surprised how often I get a question about accountability. The feeling that you are “babysitting” and not wanting to ‘micro-manage’ your salespeople is bogus! Holding your people accountable for results creates urgency, focus, and positive pressure to perform. Human nature shows us that having a clear picture or vision gives us a more
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Here’s
Selling and Dating aren’t that different. Selling through communication is key. What does that mean? well, let me ask you this. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him. Though I don’t actually know your answer
The most common question I think I get hands down is “Greta, where do I find a good sales manager, or who on our team do you think would be a good manager?” Most of the time, they take their best salesperson and promote him or they take somebody who has been in the field