In 1869, Russell Conwell, an American Baptist minister, was traveling in the Middle East, and his Arab guide shared a story: A man wanted to become rich so badly that he sold all his property and traveled the world in search of diamonds, only to find none. Alas, the new owner of the land discovered […]
If you sell for a living, you’re in the business of offering advice. This article from Dan Smaida reminds us of the limits of professional advising, and the keys to delivering advice clients actually value.
What is the most important factor in offering advice? In this article from our sister company, the AdvisoryEDGE Forum, we share the most important factor in offering advice. Hint: It’s not whether you are correct or not! If you’re finding too many failed proposals and languishing quotes in your system, you may be looking at […]
What is a Sales Development System? If you’re unfamiliar with the term “Sales Development System,” it may be because the sales training discipline historically suffers from a lack of systems thinking! Now is the time to familiarize yourself. Systems thinking is required if you need your sales force to take results to the next level. […]
Pivot, Drive, and Accelerate Sales With a Better Sales Process Not too long ago, I offered a comment on a post, “The Death of a (Traditional) Salesman” by Tony Rodoni from Salesforce. Rodoni’s post was well-written, and it presented a common view that I see in the sales blogosphere. Essentially, Rodoni says the ways of […]