show customers that you care
By | September 12, 2019

Be Interested in Your Customers

How many times have you begrudgingly attended an event thinking about all the other places you would rather be during […]


Customer Experience, Relationship Building
building customer trust
By | August 1, 2019

4 Tips to Get Customers to Trust You

“Earn trust, earn trust, earn trust. Then you can worry about the rest.” Author and entrepreneur Seth Godin stresses the […]


Customer Experience, Relationship Building
mind the gap between ai and human connections
By | June 13, 2019

Mind the Gap: What AI and Automation Cannot Do

In sales and sales leadership, we all grapple with identifying the optimal use of digital and automated resources for business […]


Communication Skills, Diagnosing Customer Needs, Sales Enablement
By | May 1, 2019

Symptoms & Cure for Blind Spots that Undermine Sales Success

As drivers, we understand the “blind spot” to be that precarious position of a vehicle in the adjoining lane that […]


Communication Skills, Exploratory Process, JADIK Common Ground, Sales Training
Improve you Closing Rate
By | March 27, 2019

To Improve Your Closing Rate, Make the Customer Part of the Solution

Asking a customer for their business is a lot like a marriage proposal; getting to “yes” is all about what […]


Closing, Communication Skills, Sales Training, Winning Presentations
How to shorten the sales cycle
By | February 13, 2019

How to Shorten The Sales Cycle Using the Pareto Principle

There is a universal quest among sales professionals of how to shorten the sales cycle. Afterall, the faster we close […]


Sales Cycle
Ask Before You Pitch to Improve Your Customer Value Proposition
By | January 9, 2019

Ask Before You Pitch to Improve Your Customer Value Proposition

One of the things sales professionals love about the new year is sharing all the new and exciting products and […]


Diagnosing Customer Needs, Exploratory Process, Odds Are, Seasonal
Emotional Strength for Sales Success
By | December 5, 2018

Mental Habits to Drive Sales Success

We can all appreciate the importance of mental strength and resilience for sales professionals. Ours is a career requiring great […]


Sales Motivation
Tips to Avoid a Sales Slump
By | November 1, 2018

Tips to Avoid a Traumatic Sales Slump

Across the nation, parents and teachers are dealing with the sugar-fueled, sleep deprived aftermath of Halloween! It is to be […]


Sales Motivation, Sales Planning
Amazon Go - Value Added Selling
By | October 3, 2018

Is Amazon Go Taking Humans Out of the Sales Process?

What conclusions should sales professionals draw from the launch of Amazon Go stores? This is Amazon’s new retail concept –food […]


Value Selling
Stop Wasting Time in Sales
By | August 22, 2018

5 Signs You Are Wasting Valuable Time in Your Day

Feeling like you have so much to do, and not enough time to get it all done? You are in […]


Sales Planning, Sales Training
Love Your Job in Sales
By | July 18, 2018

Let Your Passion Show Through

I hope you are a genuine, raving fan when it comes to your company, the products and services you sell, […]


Attitude Energy Appearance, Sales Training
The Spiritual Well-being of B2B Sales Professional
By | June 6, 2018

The Soul of the Sales Professional

Graduation season always reminds me of the most compelling and memorable commencement speech I have ever heard. The speaker acknowledged […]


Sales Motivation
Flight Attendant
By | April 26, 2018

Effective Listening Can Be a Matter of Life and Death

Last week, a Dallas-bound Southwest Airlines flight made an emergency landing in Philadelphia after an engine exploded in flight. Following […]


Communication Skills
Motivation in Sales
By | March 15, 2018

Customers’ Success is the Greatest Sales Motivator

“Motivation” is a critical piece of sales success, and sales professionals and leaders who are seeking sources of motivation and […]


Sales Motivation
 
 

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