A selection of the best of Dave’s Ezines from the past month.
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance...
I can recall with vivid detail the events of my most humiliating failure as a salesperson. It was early in my career, about three decades ago, and I had made the mistake of speaking badly about the competition to a customer...
Question: Which of these two choices is more likely to result in an effective salesperson?
A. Hiring someone with technical expertise or industry experience and training them to become a salesperson,
B. Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job?
Over the years, I’ve developed some criteria for evaluating a compensation plan. Here’s one of them: A good compensation plan should be a win-win plan. That means, good for the salesperson and good for the company...
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Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-Covid normal. The question in the back of every executive’s mind is this: "How do we handle the post-Covid changes?”
Featured Podcast:
A Professional Salesperson
Sales leaders often lament the lack of professionalism in the world of sales. Let’s take a close look at what a professional salesperson is and is not.
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