B2B Cold Calling Made Easy
Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they …
Sales Training
How To Deliver Bad News To Your Customer
Salespeople hate to deliver bad news. I mean – really hate it. Of course, no one wants to be the bad guy when it comes to customers, but salespeople especially …
Selling Means Never Having To Say I’m Sorry: How to Apologize
Capitulation is a really fun word to say, but it is not so fun to do. That’s often what an apology is; a surrender to the blame. That’s what we’re …
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LEROY’S Method Of Managing Difficult Customers
Most of us know the legend of Leroy Brown from that old familiar tune. He was badder than this and meaner than that and quite possibly the last person you …
A Customer Escalation Policy for Salespeople
One of the biggest challenges for a salesperson is having a company, team, and process that backs up the promises they make. Sooner or later as a salesperson you will …
Identifying Good, and Not So Good Customers Using The Challenge Chart
Did you ever wonder why solving one problem for one customer while solving the same problem for a different customer can be a completely different experience? For example, one customer …
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Addressing The 4 ‘Misses’ Of The Customer Experience
The customer experience is as crucial to the identity of your company as is your brand. It is how we make customers feel in every way they interact with our …
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How to Help Underperforming Salespeople
There are a lot of people that are simply not good at sales. Perhaps they could be good under the right circumstances, but sales is often a sink-or-swim career. It …
Is the New Salesperson Going to Make It❓
Their resume looked great, they interviewed well and you can see that the new salesperson that was hired is going to be a great fit in the company. The courting …
Beware of the Comfort Zone
Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for …