Death of a Salesman is a 1949 play by Arthur Miller and is considered a classic of American theater. Do you remember how the story begins? Willy Loman returns to his home in Brooklyn one night, exhausted from a failed sales trip. It’s the start of a downward spiral for poor Willy and if you [...]
When there is an issue with a salesperson or a sales team, one of the first things we look at—before reviewing a sales training program or making any changes to the sales process—is the level of commitment. What you often hear from business owners of teams that lack commitment is, “my salespeople will not prospect;” [...]
As a sales consultant that works with organizations on their sales process and sales training I speak to a lot of sales leaders about their experiences in sales, and over the past couple of years, I’ve heard all of the following from clients: “Prospects don’t answer the phone.” “I can’t reach decision makers.” “My sales [...]
VIDEO – HACKING SALES REAL TIME Gerhard Gschwandtner is an absolute leader in pulling together and interviewing great sales leaders and this Hacking Sales Real Time video is no exception. If you are looking for sales techniques that can help you build and grow your business or you are a sales manager looking [...]
My trainer, Rod White, who has great self-awareness had me performing a sadomasochistic exercise called a drop-set—five sets of 10 repetitions with no rest between sets but you get to drop the weight after each set. I was on my third set of 10 and nearly spent—put a fork in me I’m done, I thought. [...]
Marcus was considered a great salesperson. He was outgoing, would speak to anyone, and looked the part. In fact, Marcus had been successful with other firms in the past. Unfortunately, now he was struggling at the new firm to such a degree that he was a complete failure and was on track to lose his [...]
Your age has a big impact on your attitude toward your business, and your feelings about one day getting out of it. For example, one person who runs a boutique mergers and acquisitions business refuses to take assignments from business owners over the age of 70. He has found that septuagenarians are so personally invested [...]
