Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals. If you are like most, the holidays are an unreasonably stressful time. Your family wants you to spend time with them, your...
Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some sales are merely a transaction. One phone call to ask a few...
Don't Stop Selling There's a little more than two weeks left in the year, and less than 10 real working days before 2017 arrives. And if you're a sales leader, you probably hear these complaints from your sales reps: "I can't make the sale before the end of the...
You Are Slowing Down the Sales Process! "I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection. I am thinking, "Why now?" "Why are you objecting, when all...