These horrid conditions in the ’80s led me to think about the role of the “print salesperson…
Harris DeWese
Ethos is your ability to cause buyers to believe you can satisfy their needs. Pathos refers to the…
The aim of a sales conversation is that both people win. The customer obtains a new supplier and the…
I used to believe that you called on a prospect and provided a “presentation.” You began by…
I was sitting out back on Saturday, the fated May 21. I began to think about previous doomsday…
These blogs on planning are boring. I’m bored writing them. I’ll bet you are bored reading them…
Strategy is one of those words that big-shot CEOs, consultants and MBA professors like to throw at…
The more informed and measured a salesperson can be, they better he will perform. An ideal sales…
Planning is difficult. It’s tedious hard work. It wears me out just thinkin‘ about it. It works…
In this session, you will begin to develop individual sales plans for the balance of 2011. If you…
There is a strong correlation between advanced sales planning skills and superior sales performance…
Companies with sales of more than $100 million tend to be procedural. They often have purchasing…
You should be investing a minimum of 30 percent of your time building a prospect database, updating…
I know this will be hard to accept, but 71.9 percent of our industry’s salespeople do a lousy job…
What if you are an active listener, but the buyer is not? That’s where flexibility and fit come in…
