Great salespeople generate leads. Man, oh man, I heard it again this week. The fingernail on the blackboard noise of a salesperson telling me, “I am long past finding new customers, what I am now is a relationship manager.” OMG are you kidding me? Really, if these were the old days you’d have your straw […]

The other day  someone asked me what I thought it took to be a great salesperson and once again I gave them a litany of my old standbys. After thinking about this for a day or two I thought it was time to dig deeper. To think about this even more. My answers were trite, […]

Preparation is Key! There is no winging it in sales. You have to know what you’re doing and why you are doing it. This means it all has to be planned. This means doing your homework. Look, let’s get this out of the way right now. If you became a salesperson because you thought it […]

Stop groaning! I can hear you saying “no, please, not that again.” Well, sorry it’s time to review this again. Actually, the other day I was having some one-on-one meetings with a company’s sales reps, and I realized that it was time to review the most important part of the entire sales process, the sales […]