5 key elements of a client-oriented sales process
It takes smart, highly competent salespeople to meet the challenges presented by today’s informed and savvy customers. Even so, there are many in sales who ... Read more
John Graham
18 little things that drive customers away
With all the talk today about the need to create a great experience for customers, why are so many companies overwhelmed with a tidal flood ... Read more
Sales professionals: How our minds play dirty tricks on us, and how to avoid being fooled
“Digital disruption makes a nice headline,” said an insurance executive, responding to a news report that insurance agents are being “squeezed” by the Internet. “The ... Read more
Self-Marketing: The salesperson’s other job
Even highly experienced and successful salespeople can have a blind spot. So intent on what they want to accomplish, it’s easy to ignore how others ... Read more
10 sales strategies for taking charge of 2015
Tactics constantly come and go in sales without making a significant impact on outcomes. On the other hand, solid strategies can make a significant difference ... Read more
The 4-word phrase that makes self-promotion work for you
We’ll get to the four-word phrase promised in the headline in a minute. But first, a little context. Making a name for yourself – becoming ... Read more
