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Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants
Monday, 6 Apr, 2020
Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants

When my first book Sales on the Line came out in 1993, it was the 26th book published that focused on using the telephone in sales. Obviously that number has increased dramatically since then. But

Prospects Aren’t Always Prospects
Monday, 30 Mar, 2020
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But

Practical Decision Making: a route to enhanced effectiveness
Monday, 16 Mar, 2020
Practical Decision Making: a route to enhanced effectiveness

What are decisions?While the perceived wisdom defines decision making as the

Who’s a Buyer?
Monday, 2 Mar, 2020
Who’s a Buyer?

Sales folks make a few incorrect assumptions about who a buyer is, including: 1. the name on the marketing automation or prospecting system is the name of the buyer; and 2. a receptionist or secretary isn’t a buyer.

Feedback: a route to collaboration and excellence
Monday, 24 Feb, 2020
Feedback: a route to collaboration and excellence

I hate unrequested ‘feedback’. Personally, when I

Sales as a Spiritual Practice
Monday, 3 Feb, 2020
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy. While our