by Bill Caskey On any given day, there are tens of thousands of sales organizations who sit around in their strategy rooms talking about how to target the next account, how to make a conquest list, how to “get the deal off of the street.” But I often wonder what those conversations sound like in […]
(If you don’t have Project Managers in your firm–and instead, have Customer Service agents or Technicians, then substitute that title for PMs) Well of course, you know the answer to that question before we start. But I’d like to share some observations that may make it easier for you to train your PM’s in communication […]
Not an especially sexy topic but one that every sales manager/ceo/leader should understand as we look to change results–and change behavior. (And for your extreme achievers, knowing how you learn might not be a bad idea). In our sales training practice, we get asked in to companies to solve sales problems. That’s just what we […]
Are you, by nature, a curious person? Having worked with thousands of sales people–and hundreds of managers–I honestly believe it is a pre-requisite to income success to be curious. Curiosity is the very basis of education and if you tell me that curiosity killed the cat, I say only the cat died nobly.” When someone […]
Cold-Calling My friend Dan runs a restaurant equipment company. As you can imagine, they’ve gone through some tough times recently and he has had to lay off several people in his firm. But his heart really broke when he had to lay off Marvin, a 26-year employee who had battled prostate cancer and other illness […]
There is no excerpt because this is a protected post.
There is no excerpt because this is a protected post.
I work with a fair number of pharma reps–and I must tell you–there are changes you’ll have to make in order to be of value to your clients. Here’s an idea: Instead of moving into the sales process operating from a place of “how do I get the Doc to prescribe my drug?” – move […]
