Sales Leadership: Why Celebrating Losses Wins!
Sales Leadership: Why Celebrating Losses Wins! “Celebrate the losses!” A few months back, I was keynoting a revenue leadership summit for one of the largest technology companies on the planet. I said those three words…celebrate-the-losses. One leader immediately...
Pioneering Women in Sales: Barbara Pletcher
Pioneering Women in Sales: Barbara Pletcher In my nerdery, I’ve found some incredible pioneers who built the sales profession. Specifically, one you’ve probably seen me highlight a few times is Lucinda W. Prince Prince set up sales schools for women in 1905, brought...
The Challenge of a Dishonest Competitor
The Challenge of a Dishonest Competitor “Todd, I appreciate and embrace the idea of being transparent – but here’s the problem: We’re transparent. Our competitors aren’t. And, the customer doesn’t find out until it’s too late – they’ve already gone with...
Sales Negotiations – The Irony of the Simple Concession
Sales Negotiations – The Irony of the Simple Concession “My budget is tight – and for me to be able to buy this gallon of mayonnaise here at Costco today, I need 10% off?” “I know this ‘bowl two games, get a third one free’ coupon expires on Saturday, but...