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Winging It is Expensive and Risky
Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial or walk into a meeting. I’ve...
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Why should I listen to you? Even Sales Pros get this wrong
This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet lately and wanted to explore...
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Seems like a weird question I’d ask in a “professional” setting, right? I mean, unless you’re a 3 year old or a perhaps an inebriated frat pledge at a Toga party {do they still have those?} you’ve probably never walked out the door without your pants. But perhaps you’re doing it Metaphorically, every day. I...
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