When cold calling new leads and prospects, we are faced with the question: if there is no answer, should I leave a voicemail?
Kathy Copelin Archive
Adaptability encompasses the ability to learn from experience. And it requires a vast amount of self-awareness, including a willingness to look at, and face, the hard truths of situations at hand.
In my 30 years of sales and sales management experience, the biggest hurdle I faced was learning the importance of keeping appointments — with myself.
Loyalty is a human emotion. An account cannot be loyal; rather, people in the account are loyal.
The value of being able to clearly identify and own the present position of a sales opportunity cannot be underestimated.
You may have seen this meme going around LinkedIn a few months ago: "Your smile is your logo, your personality is your business card, how you leave others feeling after an experience with you becomes your trademark."
Lately I've noticed an uptick in people conducting "JOT" sessions and almost all of my clients wanting to focus on the "One Thing" that they have determined to be most important.
Many people believe that they are coaching when they provide advice or counsel. While this approach might be helpful in many cases, it's not coaching.
One of the biggest issues I encounter with sales managers is failure to adapt their coaching style to match the personality and selling style of the rep they are coaching.
There are a million ways for a customer to say no to your offer or proposal. In fact many reps can make the mistake of thinking a no is really a potential yes — because customers claim they just need more time …