Do you know how long it takes to make a good (or bad) impression? Whether one is on the phone or face-to-face, research shows that it takes between 4 and… read more →
Perhaps the situation may change someday for your non-interested prospect. Whether selling books in college door-to-door to Mrs. Jones or later selling sophisticated hardware and software solutions to professional business… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
I recently trained a Confectionery Company’s national sales team. I also recently trained a well-known Winery’s national sales team. Plus I recently trained a high-growth Enterprise Software Company’s international sales… read more →
I had an executive ask me recently if it was normal for several members of his young sales team to be playing ping pong at 10:30 in the morning. He explained that he inquired… 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 →
With due respect to the time-tested 4 P’s of Marketing (Product, Place, Price and Promotion), it’s time to lay out and articulate the 4 P’s of Selling, particularly for business-to-business… read more →
It’s that time of year when the holidays inject themselves into a busy selling season. It can slow down momentum or actually help your sales cause. This is a down… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
It’s fascinating helping more and more companies develop customer-facing whiteboards. This is pre-defined, visual sales storytelling that engages the customer and drives good sales discovery conversation. The best teams do… read more →