What Is The Objective Of This Call?
Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call?
Here’s how to make your brand into something everyone is talking about - the padel way
I’m on vacation this month with my family in Gotland, and we’ve finally tried the new hype: Padel. It’s like tennis, but you play it on a court surrounded by plexiglass, and you can bounce the ball off the walls as part of the game. It’s all the rage in Sweden and other parts of Europe right now, and it’s quite a lot of fun.
Is Your Sales Process Backwards, Upside Down or Stupid?
My wife and I recently watched the new funny but sad movie, Here and Now, written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.
Is empathy a more powerful indicator of success than sales numbers?
Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform.
Answering Your Most Burning Referral Selling Questions
After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now.
How to stop dropping the ball and start engaging more effectively
Keeping track of, and nurturing, key relationships is critical to growing business within key accounts and selling to new customers in a complex b2b environment.
