Have you heard the one about two psychiatrists? They pass on the street, and one nods to the other and says, “Good evening, Doctor.” A block later the other one thinks to himself, “I wonder what he meant by that?” … Continue reading →
What’s the one attribute, the single most important quality that you’ll find at the heart of every successful, high performing sales person? Is it social skill? Is it product knowledge? Trustworthiness? Determination? Persistence? Empathy?
It’s pretty clear that today’s buyers, both consumers and businesses, rely heavily on Internet research to gather data, compare products, and scope out the field of options. But in many cases that process raises more questions than it answers: What … Continue reading →
It’s close to the end of the quarter, and you’re feeling the pressure to close new accounts and hit your numbers before the deadline arrives. To do that, you’ve got to work smart, and you’ve got to work fast. There’s … Continue reading →