February 04, 2013 - by Jason Jordan
Let’s pretend that your sales force has a specific sales methodology that it deployed three years ago. And during those three years, sales results have not improved the way you had expected. You decide to conduct ‘refresher’ training for th... More »
December 11, 2012 - by Jeffrey Baker
Point of View Selling is more demanding to employ than traditional strategies and requires sales organizations to address five critical categories before implementation. More »
November 13, 2012 - by Jeffrey Gitomer
A guy walks into a hardware store and says to the clerk, “I need a drill.” Clerk says, “Well, not really. You want to make a hole.” If you’re in retail and your customer comes in and says, “I need a drill,” or “I want a dr... More »
November 06, 2012 - by Jeffrey Gitomer
I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right no Jeffrey, I am a marketing and sales rep for a company that sells emerg... More »
November 01, 2012 - by Steve Gielda
Books on strategy extol the virtues of knowing your competition or your enemy. From The Art of War to the Book of Five Rings to more contemporary volumes, the advice has now become commonplace. Know your competition. Do not underestimate them. Learn their strengths and ... More »
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