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
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
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 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
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
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 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
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
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
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 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
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
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
2 Things You Must Do Before Negotiations Begin
Often, sales negotiations are over before they begin, and the poor sales professional doesn’t even know it. There is key […]
Negotiations
Don’t Abdicate your Sales Presentation to PowerPoint
It’s hard to imagine a time when we didn’t have the benefit of PowerPoint or other presentation software to provide […]
Winning Presentations
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