Series: Sales Trends

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new

Q.  Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls.  When

“My customers seem to have less time available for me than before.  They are harder to see, and when I

Q.  What is the best and ideal number of visits to be done on a current customer on a regular

More than any other type of sales, distribution sales people must be good at relationship building. You see your customers

Q.  How can we get inside sales to do some proactive sales activities each day?  We expect our inside salespeople

A. In about one out of every two seminars that I do, I hear this question. It springs from a

Q.  How would you suggest I respond when a customer gets abusive and uses profanity with me? A.  That’s a

This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate

What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional

In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can

I just had a conversation with a sales manager at my last seminar.  The gist of it is this:  he

Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.  Key accounts

Over lunch, one of my clients asked me one of the most profound questions I have ever been asked. “In

“He has the gift of gab.  He’ll make a good sales person.”  It’s been a while since I last heard

“Mañana.”  It will wait until tomorrow. There are times when it is so tempting to tell yourself that, and to actually