Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me?
Here’s a simple question: Do you have enough time every day to deliver the two-minute version of your product/service overview to enough decision makers and influencers? [...]
In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words [...]
Conventional wisdom holds that continuous sales training is essential. I wonder why there isn’t more of it going on…
Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on?
The fact is, most money spent on sales training [...]
Later today, I’ll be flying to Monterrey Mexico to kick off a Sales Excellence Council. The YPS Group has done work in Canada and Bermuda over the years, but this is the first foray south of the border and I’m quite excited about it.
Only real difficulty is that my Spanish is …ummm… pretty much non-existent. [...]
