Bill Farquharson summarizes what it’s like for a “struggling” sales rep, noting that numbers are not the only important thing.
If your goal was to come up with the worst pickup line at a bar, you can’t do much better than, "Do you come here often?" If your goal is to create a differentiator while prospecting, you will find equal success if you say, "People buy from us because of our superior customer service.” What’s a better line? Find out in this week’s blog by Bill Farquharson.
At the end of a productive day you feel great. Do you ever ask what made it so productive? You should.
Back in the day, creating a tight relationship with a client was a must, if the goal was to be a long-term vendor of choice.
Millennials are speaking a common language but do it in a way that leaves the rest of us wondering what they just said.
Losing an account does not have to be permanent. A client who discovers that the grass is not always greener might want to come back, but only if the losing vendor knows how to lose. Find out more in this week's blog by Bill Farquharson.
Without even knowing it, you might be chasing clients when they should be chasing you.
After months of hard work, everything comes together. What comes next will determine your staying on top or a plunge to the bottom.
If only your prospects knew how much your clients loved you, you could double your business. Well, there is a way.
When it comes to getting more from their salespeople, managers face a difficult challenge. They use the word "underperforming" as a label of failed potential and they ask how to get more from this group. In this week’s blog, Bill Farquharson gives you some ideas for cracking the code and looking at the problem from a different angle.
Here’s a tip that won’t directly impact your sales, but will certainly get your name around.
There is a simple reason why you didn’t hit your 2015 sales goals and it comes down to just one word. What’s the word?
The attitude that you bring to your sales goals can be the difference between making them and falling short.
Do you remember your first few weeks in sales? Do you recall how maddening it was and how lost you felt?
A simple rule of sales says that if you don’t like what you are hearing, change what you are saying.