Sales

Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose…

For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales…

Types of Presentations Visual Style Freeform Style Instructor Style Coach Style Storytelling Style Connector Style Lessig Style Takahashi Style…

There are a lot of people out there who will be happy to tell you that you should never bother cold calling. Typically these people are either bad at…

These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of…

Are You Using the 48-Hour Rule to Your Advantage? The 48-hour rule is about speed (responsiveness), accountability (commitment and personal…

What is a sales forecast? A sales forecast is the amount of revenue a sales team expects to earn over a given period of time, usually a year. It’s…

You’ve just hung up the phone after a productive call with your prospect. But what are your next steps? Do you log the meeting notes in your CRM and…

By John Holland, Chief Content Officer, CustomerCentric Selling® Vendors and their marketing staffs have faced many challenges in managing inbound…

Everyone knows that there have been unbelievable innovations in the last couple hundred years. There have, in fact, been 3 industrial revolutions—and…