A sales organization’s ability to provide perspective is THE differentiator for today’s informed customers.
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It’s late October as I write this and, for many sales organizations, that means there are only two short months left to make quota. Hopefully, your team is on target to make their numbers, but if you’re like most sales managers, you probably have a few that have fallen behind.
Let me make a bold statement. How you coach your underperformers is as important to the long-term success of your organization as how you coach your top professionals. Probably even more so. Continue Reading
Salespeople complain all the time about customers and their (mis)perceptions. For the sales rep, a common way to attempt to overcome a customer’s negative perception is to discount the product or to dig up dirt on the competitor. If that fails, they’ll keep the prospect in the funnel, sending them a new brochure every now and then, hoping they’ll eventually wear them down. Continue Reading
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