Mar 28, 2011
You're probably thinking, "You must not know who you're talking to here! I'm a seasoned veteran of sales wars. I know how to prepare!" Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn't thought of before? And what if one of those preparation points had to do with "your...
Mar 22, 2011
We speak of it often in our training with clients--and we refer to
it on the Podcast--but in this episode, we take a longer, deeper
look at the concept of DETACHMENT in the sales process.
The bottom line is that every sales problem you have is rooted in
flawed thought--and this is the best place to begin to look....
Mar 14, 2011
Kevin Eikenberry is our guest today. He just wrote a book called
From Bud to Boss...where he addresses what it's like when
one gets promoted from a peer to a manager. We address this in the
sales realm.
So, if you're a sales manager who has recently been promoted from
the field--or, if you're angling toward a promotion...
Mar 7, 2011
Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you...