A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the year-end was near, they might be able to consider lowering their price to close another deal before ending their year. Now, I am truly in the “consideration” or “evaluation” phase...Read More

Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is very strong and I give it freely – as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with you. There is...Read More

Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base. Everything is on hold. The...Read More

Yes, Sellers love to cringe or roll their eyes when we say “Role Play” in coaching or training sessions. Along with call recording and ride alongs with sales leaders or peers, conducting Role Play scenarios are hands down one of THE MOST EFFECTIVE tools to improve sellers’ skills and increase results. Why do sellers hate...Read More