8 09, 2016

Do your salespeople have these six essential skills?

Today’s sales environment requires salespeople who can draw on more than just knowledge of facts and features to solve a prospect’s problem. Here are six skills, techniques, and traits that are indispensable... Expertise This should come as no surprise: know what you’re talking about! Often, prospects are better informed than salespeople. Sales conversations start much [...]

29 06, 2016

How does your team answer these five questions?

At your next team meeting, ask these five important questions: Can we speak up and take risks without feeling insecure or embarrassed? Can we count on each other to do high-quality work on time? Are goals, roles, and execution plans on our time clear? Are we working on something that is personally important for each [...]