Sales

April 13, 2016

What The Martian Can Teach Sales Professionals

This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must […]
April 13, 2016

How To Overcome B2B Price Objections

Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, […]
April 13, 2016

Plan and Prepare For Your Sales Call

Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences […]
April 13, 2016

6 Tips to Retain Your Top Sales Talent

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the […]
April 13, 2016

Why Your Sales Forecast Is Off

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end […]
April 11, 2016

6 Tips to Increase Trade Show Sales

Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are […]