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February 22, 2012
Sales
What are you really asking of ‘your people?’
“I want my people to be accountable.” “I want our people to be more accountable.” “Our main issue this year is accountability.” Sound familiar? Accountability is the No. 1 recurring theme throug...
Nov 24, 2011 | 0 0 comments | 1 1 recommendations | email to a friend
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How is your ability to make the sale?
“Jeffrey, what’s the best way to make a sale?” When I’m asked this question (and it happens often), what the salesperson’s really asking is, “What’s the easiest way to make a sale?” Easy answer: ...
Oct 28, 2011 | 0 0 comments | 2 2 recommendations | email to a friend
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Sales professionals have questions. I have answers
Tons of emails reach my inbox from people seeking insight or asking me to solve sales dilemmas. Read a few that may relate to your job, your life, and most important, your sales thought process. Q...
Jul 28, 2011 | 0 0 comments | 2 2 recommendations | email to a friend
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The 100-year path to a sale is over
Ditch the cold calls and other dated approaches It amazes me that sales people still cold call, leave voice mails, ask for appointments, and, in general, try to pull out their Felix the Cat ...
May 26, 2011 | 0 0 comments | 2 2 recommendations | email to a friend
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Is it Q-4 or 4-Q? You decide!
I have received all sorts of S.O.S. calls and emails asking advice for what to do in Q-4. My answer is simple: The same thing you should have been doing in Q-1, Q-2 and Q-3. Calendar years are bro...
May 05, 2011 | 0 0 comments | 3 3 recommendations | email to a friend
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Understanding Twitter and the power of 'retweet'
I asked an audience of 200 mature salespeople and sales managers, "How many of you have a Twitter account with more than 500 followers?" Two people raised their hand. One of them was me. I could...
Mar 24, 2011 | 0 0 comments | 6 6 recommendations | email to a friend
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February 2012