How to Lose Clients and Intimidate people. I hadn’t been in a situation this uncomfortable for years. Outnumbered and they were closing in. I thought about dropping the shirt I was holding, but they were on me in a flash. “Shall I grab that in a medium for you?” one shop assistant asked, as [...]
Why doing the right thing, in sales, is always the right thing I had a big decision to make. I was young, just starting out in my career and wanted to learn how to sell. The company I worked with had a number of salespeople, including two I got to know well. Being young, I [...]
Approaching gatekeepers in B2B selling – what not to do When I saw the headline, ‘How to handle gatekeepers and reach decision-makers’, I was interested. OK, I admit it, I was excited. Yes, I thought, here’s an online article I can share with my business-to-business (B2B) sales team – tips on how to handle phone [...]
Business to business selling - It's personal “I was sure it’d be a success,” one said to me. “We had everything in place. A great product. A truly unique selling proposition. We understood our prospects’ corporate requirements and purchasing processes. I don’t get why the results didn’t live up our expectations.” I have a pretty [...]
Cold calling is alive and kicking n 1897, newspapers reported the death of the great American writer Mark Twain. Twain responded by telling journalist Shelley Fisher Fishkin that “the report is greatly exaggerated.” In recent years, a number of media commentators have reported the death of cold calling. The upsurge in social media and online [...]
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