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...
Three (Obvious) Priorities for When Sales Gets Difficult (and Why We Do The Opposite!)
Three (Obvious) Priorities for When Sales Gets Difficult (and Why We Do The Opposite!) I’ve become a bit obsessed with a historical problem. When the economy makes selling more difficult, would you agree that the following three things are required to thrive? Upskill...
Sales Territory Plan Template – In Your Pocket
Sales Territory / Business Revenue Plan Template – In Your Pocket Growing up in sales, at least once per year I was either asking someone this question or being asked it: “Hey, uhhh, do you happen to have a sales territory plan template, or a business revenue...