Please, New Is So Old Now – Sales eXchange 236 As a sales person you need to be living in the future, ahead of your sales cycle, ahead of your buyer’s objectives. Looking at what you can do now to change your current cycle is a waste of time.
The Pipeline Interview with Jeff Shore – Sales eXchange 230 Just in time for the New Year, new goals, and new challenges, Jeff Shore delivers a new book to help sellers sell better. I sat down with Jeff to discuss his books, and steps we can take to sell better.
If at first you don't succeed Too many sellers give up to soon and too easily. While timing is great, but for sales success persistence and process will win out every time, especially in the early stages of engagement, when buyers are focused on other, yet no more important priorities.
Time To Grow Up – Sales eXchange 198 When it comes to stretching in trying new ideas, techniques or anything, there are two rules, you can’t be selective, and it needs to go beyond where you have been or think you can go; if not, then it is just wishful pretend play.
So How Did You Do With That One Thing? – Sales eXchange 231 Change in the way you sell either comes to you unexpectedly, controlled by others for their purposes, or it could come from you in a proactive and productive fashion that drives your success.