Are You Likeable Enough?

by | May 27, 2015 | Sales Basics

People only buy from those they like and trust. “Everybody knows that”, as they say in the GEICO commercials. But do salespeople know what to do to become more likeable? Nearly 80 years ago Dale Carnegie released his world famous, How to Win Friends and Influence...

Face-to-Face Passive Sales Recruiting

by | May 20, 2015 | Sales Management

Since blue collar businesses have very little initial “glamour” in the eyes of potential job applicants; electronic ads and website postings may not yield all the raw material you need. As a matter of fact, while the headlines have continually touted high unemployment...

Is Sales Coaching Worth It?

by | May 13, 2015 | Sales Basics

An old prospector was digging for gold without success, so he decided to head into town and have a few shots of whiskey. He tied his mule to the hitching post and headed inside. At the same time a drunken cowboy staggered out of the bar and said, “Old timer, can...

How Important is GRIT?

by | May 7, 2015 | Sales Basics

Today I am taking my fingers off the keyboard and re-posting an interesting article from The Sales Connection blog, written by Dr. Janet Spirer, co-founder of Sales Horizons in Scottsdale, AZ. Her firm designs customized sales training for Fortune 1000 clients...

Familiar with Occam’s Razor?

by | May 1, 2015 | Prospecting

William of Occam was a philosopher and a Franciscan monk who lived from 1285 to 1349, during the medieval age. He popularized a line of reasoning we now refer to as Occam’s razor, which boils down to three words; “simpler is better.” He asserted that the simplest...