In my 30 years of sales and sales management experience, the biggest hurdle I faced was learning the importance of keeping appointments — with myself.
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The style of physical presence is important, does set a tone, does send a message, and does influence outcomes.
In the case of negative patient reviews, an ounce of prevention is likely worth more than a pound of cure.
For many customers, the challenge is not lack of information — it’s information overload.
Loyalty is a human emotion. An account cannot be loyal; rather, people in the account are loyal.
Dreaming is not a mindless, undisciplined mental vapor. It is a deliberate, detailed mental picture of what you want to achieve.
If you have trained yourself to be a skilled listener, you have perfected the one talent that will save you.
The value of being able to clearly identify and own the present position of a sales opportunity cannot be underestimated.
With the plethora of Internet product reviews and other online sources of product information, salespeople’s roles as valued dispensers of hard-to-access information is gone.
The rise of Dental Support Organizations (DSOs) and large group practices has tilted the balance of power in the supplier/buyer relationship.