What do buyers want sellers to talk about? What do sellers actually talk about? Research shows a surprisingly high level of misalignment on these two questions. Find out why and…
What’s the worst thing you can possibly do during the first 20 seconds of a cold call? Talk about your products and your company. Seems odd, doesn’t it? You and…
A study shows that rumors spread faster and multiply when managers make mistakes that escalate uncertainly into anxiety. Learn a 5-step plan to help you communicate effectively, stifle rumors and…
New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are. When businesses first began…
Every salesperson knows that customer relationships are built on trust. But there’s a little-known element of trust that many salespeople overlook. In this Quick Take, you will learn: The true…
Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything…
Should you let people manage their own projects, or should you ride hard on them? Research suggests that the answer is “both.” When you create external accountabilities for your people,…
Some people bounce back from mistakes – even big mistakes – with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. They…
