During the winter holiday season, “It’s a Wonderful Life” airs frequently on major and local TV stations. In case you haven’t seen it, here’s a synopsis [Warning: There are spoiler alerts]: From childhood until adulthood, the movie follows George Bailey, who dreams of leaving the small town of Bedford Falls to see the world. Through a series of...Read More
Sports metaphors are everywhere in sales, from labeling employees as “team members,” to using offhand references like, “the ball is in our court” or “we are neck and neck with the competition.” Maybe these references can get a bit corny or cliche in the office, but in all actuality, there are a lot of relevant overlaps from...Read More
A common (and frustrating) obstacle for salespeople is creating a sense of urgency with prospective customers. We often face meeting no-shows, or receive push-back from prospects because of busy holiday plans or end/start of quarter distractions. Whenever you are finding that your prospects are “just too swamped,” use these few tips for building trust to bring your product or...Read More
Here we are, days away from the end of the sales quarter, and one of two outcomes will characterize everything that happens between now and then: Win or lose. Finishing strong is a quality great salespeople possess; they know what strings to pull when it counts and what’s between them and hitting the mark. But hey, don’t stress...Read More
In December, Forbes said that millennials (80s/90s babies) will be making “major changes in corporations over the next decade” and that some may be ill-prepared for the forthcoming generational sea-change. By next year, 36% of the American workforce will be millennials, and by 2025 that number will rise toward 75%. So, what do they want? What’s their ransom?...Read More
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