We might be addressing others at an important sales presentation, the monthly sales coaching session, or an annual conference. We want the audience to give us their rapt and undivided attention. But that doesn’t always work out the way we’d … Continue reading →
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 →
Offering clients the same kind of service and support that you value yourself ought to be in line with anyone’s idea of best practices and top shelf service, right? But what if your customer has different values? Not everyone, after … Continue reading →
Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →