NOTE: Work/family travel delayed Friday’s publishing, but the advice is just as good to start your week.
Summer’s coming, and so do the Dog Days of sales – when deciders and influencers vacation and deals slow to a crawl. What can you do NOW to push your pipeline forward and load it up for the Fall? Some good ideas here.
Many Have Forgotten the Most Important Attribute for Success – Character matters – always.
Sales Blind – Periodic honest self-assessments can uncover deal-killing behaviors.
In the Best Sales Teams, About Half of the People Are in Support Roles – It takes a team and everyone’s contribution matters.
Leading or Following the Client – The fine art of driving the sale.
The Bad Sales Cycle – Just like networking, what you give is in direct proportion to what you get.
Stop Doing Low-Value Work – Time is a finite asset and how you use yours is critical to your success.