Train, Drill, Drill, and Drill

by | Feb 4, 2020 | blog, Confidence

In sales, nothing builds confidence like continuously improving your skills. Salespeople who regularly have trouble selling are either missing one or more basics in their sales skill arsenal, or they just don’t practice them enough so that they’ve really “got” them....

Manners in Communication

by | Jan 10, 2020 | blog, Communication

Manners and communication work hand-in-hand, and in fact, it could be said that one won’t work very well without the other. Just try communicating with bad manners—what you’re trying to say will not get across very well, and if it reaches the other person at all, it’s...

Effective Executives

by | Jan 10, 2020 | blog, Sales Management

Planning Effective executives always have a bigger picture in mind articulated in the form of a strategic plan. The broad actions listed in the strategic plan are then broken down into smaller more focused targets within a tactical plan. From the tactical, even...

Always Be Surveying

by | Dec 18, 2019 | blog, Confidence

A primary factor for sales confidence is knowledge—knowledge about your product or service, knowledge about your prospect, knowledge about your prospect’s company, and knowledge about your prospect’s industry or market. As they say, knowledge is power, and in the case...

Sales Certainty and the Post-Mortem

by | Dec 4, 2019 | Certainty

by Nick Terrenzi Our topic this month is Certainty, the fourth of the 8 Cs of Selling. Sales certainty includes being able to identify and sell to your most profitable accounts. This aspect of achieving certainty, believe it or not, traces back to an action called the...