Three Questions Most Christians Have Never Thought to Ask (WAS-96)
In recent years, I’ve come to understand that the influence of culture on our behavior is far more powerful than almost any other factor. We believe and internalize the messages that our culture sends...
View ArticleQ & A for Salespeople: Money owed (QA-S-9)
Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service...
View ArticleSales managers’ most common mistakes, #3 of 3: Lack of an organized training...
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and...
View ArticleGod Uses Business to Bring You Closer to Him (WAS-97)
It was 2010, and the financial crises which exploded in 2008 was, at last, reaching my business. My clients, B2B sales organizations, were shrinking and a few were going out of business. Investing in...
View ArticleSales Leader’s Q & A: Comfort Zones (QA-SM-34)
Sales people often slide into comfort zones which restrict their performance. In this Question & Answer, we deal with these sales comfort zones. Question: Do you have any suggestions that will...
View ArticleDeveloping Your Sales People (SM-16)
Developing sales people is one of those initiatives that pay back double — the sales people improve their performance, and feel better about your organization investing in them. In one move you can...
View ArticleStrategic Planning for Sales People (S-25)
In our fast-paced 21st Century economy, field sales people must make effective use of their time, And that means disciplined strategic planning for sales people. “Ready, shoot, aim.” Unfortunately,...
View ArticleSales Leader’s Q & A: Better Sales Meetings (QA-SM-29)
Sales meeting don’t have to be boring. You can organize better sales meetings with just a little bit of revised thinking. Question: Please advise on how to make weekly sales meetings “kick.” Need...
View ArticleQ&A for Sales People: Happy with the current vendor (QA-S-11)
“Happy with the current vendor” is the catch-all phrase that prospects can use to signify a number of different positions. Here’s how to deal with it. Question: How do you make in-roads with a...
View ArticleWish You Had a More Professional Sales Force? (SM-49)
It’s one of the most common laments I hear from chief sales officers: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent...
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