by Ken | Aug 7, 2018 | Sales
“Skipping pre-call planning is like going to the grocery store without a list. You get more stuff than you need, and miss some of the things you went there to get.” Is it really possible for two distinctly different tasks to have relevance to one another?...
by Ken | Aug 4, 2018 | Sales
*** Originally posted on Growth & Associates by Tom Ohai Onboarding is a vampire project. In other words, you can stab it, shoot it, and burn it with fire. But it will keep coming back to life. Why is this? Can onboarding actually be so hard to do effectively?...
by Ken | May 1, 2018 | Sales
Selling is a combination of art and science. It relies on various tested and proven rules—about consumer psychology, communication, and engagement. It is also an art, of capturing and holding attention, convincing a person to take action, and encouraging them to...
by Ken | Jul 20, 2017 | Sales
Modern sales workforces strive to find ways to keep up their motivation and productivity during the long workweek. From cold calling to follow-ups with prospects, we push ourselves to the limit to close the deals, while creating a strong customer base that is loyal to...
by Ken | Jun 20, 2017 | Sales
As the calendar year 2016 begins organizations are preparing to launch their annual training and development programs (hopefully with laser alignment to the business ‘strategic goals and initiatives). It can be an exciting yet, daunting time of the year. How...
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