Ten Keys to Winning Large-Dollar Complex Sales
Complex sales are the biggest of all sales. You have big commission dollars at stake. Sometimes, a salesperson’s entire year can be made or broken on one major sale. The problem is your competition wants that commission as much as you do. If you want to win the big sale… Read More
Competitive Selling Skills
Is your industry becoming more competitive? Are your prospects taking a closer look at what your competitors have to offer? Selling in today’s marketplace reminds me of that old line from ABC’s Wide World of Sports: “The thrill of victory and the agony of defeat.” For the salesperson and the… Read More
Take Your Sales Team from Good to Great
I recently reread Jim Collins’ book, Good to Great: Why Some Companies Make the Leap and Others Don’t and found that many of his ideas can help you improve performance of your sales team. Collins’ book answers the question: How can good companies, mediocre companies, even bad companies achieve enduring… Read More
