Jerry Stapleton
The No. 1 reason we lose vital accounts
Nicole was just hired by XYZ Co. as its new vice president of sales. She was brought on at...
A collision in sales
Do you ever wonder why you feel the way you do about selling? For example:
You probably want customers...
Say this, not that
One of my favorite opening questions that I use when speaking to groups of salespeople goes something like this:...
It’s not about you
What do customers and prospects use to evaluate you?
If you're like 94 percent of salespeople—we've measured it — youhttp://mbedit.sx.atl.publicus.com/apps/pbcsedit.dll/red# believe their evaluation is based on the knowledge you demonstrate and the personal connection you make.
If you're like 94 percent of salespeople—we've measured it — youhttp://mbedit.sx.atl.publicus.com/apps/pbcsedit.dll/red# believe their evaluation is based on the knowledge you demonstrate and the personal connection you make.
Don’t just ask
Shortly after John Paul II became pope, he was interviewed by an Italian journalist, Vittorio Messori. That interview became the best-selling book, "Crossing the Threshold of Hope."
It’s all in the presentation
Think about the last time you went to a movie. Or out to dinner. Here's one thing I can guarantee: You didn't call up the theater, ask what the price of their tickets were, and then pick a feature at random.
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Sales hiring
Not long ago in these pages I laid down my own commandments (as I referred to them) of sales leadership. One of them – hire wisely, not well – seemed to touch a particularly sensitive nerve among business owners and senior sales management. Let me take the topic a little deeper.
Be accountable
Here's a subject that came up in a client meeting last week and caused no small amount of – very understandable – discomfort within the group of salespeople in the room. But it has a happy ending.
Take control
This week, I'm going to outline my nine commandments of sales leadership. Ignore them at your own risk.
The real deal
Forgive me! I've written about seek mode before, and I've probably even told the following story at some point in these pages.
