There is one pernicious habit that steals revenue and, most importantly, profits from many of today’s leading companies. That is uncontrolled discounting. Part of this
The answer is obvious. They don’t know the value of your product. The CEO of a $15M company said to me, “My salespeople don’t sell
You’ve probably heard of the 5 why’s. It’s a technique used to get to the deeper issues. Here’s an example: Prospect: “I want to buy
Quartz had an article on Unilever’s sales of ice cream. This graph tells an interesting story. In the beginning of 2022, notice there was little
This morning I was asked a difficult question in a setting where I couldn’t tell the complete truth. I delivered a keynote to the sales
I’m a failed salesperson. Early in my career, I shifted from engineering to technical sales, and I was horrible. (Do you know how to identify
In the last two weeks, I described why you shouldn’t and why you should give the authority to discount prices to salespeople. This week,
Find out all the reasons why you SHOULD give salespeople discount authority in the sales process. This can help increase sales.
Find out all the reasons why you should NOT give salespeople discount authority. Salespeople are the direct contact with your customer.
