Prospecting, Uncategorized
I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have hot opportunities. Actually what they are doing is positioning themselves as a common vendor that is selling on price,...
Photos of Training Clients, Uncategorized
Here’s the group from Award Solutions that I presented a Smart Calling workshop to in Dallas last week. It was Ben Des Rosiers’ birthday (middle), so of course we had cake! Award provides technical training in the wireless industry. Great group! ...
Questioning, Uncategorized
I was interviewed by Phil Dobbie on his BTalk podcast on BNet Australia and shared my Five Dumb Sales questions that you need to avoid. Listen to find out if any of these sound familiar. You can listen here.
Prospecting, Uncategorized
Here’s an interesting article from the Software Advice blog, "Why Won’t Anyone Return My !*#@$% Call?", pointing out the fact that many buyers do their research prior to speaking with sales reps, and are quite knowledgeable about products...
Photos of Training Clients, Uncategorized
Yesterday and today I’m working with a great group of reps at Thomson Reuters Tax and Accounting Creative Solutions. I’ve been coming here to Ann Arbor, MI, for over 10 years now to deliver training, and this company, like LexisNexis below, is a sales...
