By Michael Griego Along with the common misunderstanding that great salespeople are naturally born rather than nurtured, there’s a common corollary misunderstanding that great salespeople naturally become great sales managers.… read more →
By Michael Griego We used to call it “rapport building” – that application of a salesperson’s natural gift for gab at the beginning of sales calls with prospects or customers.… read more →
By Michael Griego A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process.… read more →
Every sales meeting is a balancing act of focused attention. Or at least it should be. Salespeople should be mindful of their focused emphasis – is it on themselves and/or… read more →