Monthly Archives: November 2017

Simon Sinek taught me the importance of the big picture, the WHY that drives prospects to buy. When I began selling, it was all about the features. WHAT is this product all about?  HOW does this product work?  And the...
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Jill Konrath clearly defines the outcome based nature of an effective value proposition. Many salespeople think that value selling is repeating the features and benefits That is a start, but it is far from effective value selling. If you follow my...
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Selling is a wide field and each of these bloggers and influencers will help you sell more effectively. In this series of posts, we have looked at 10 sales trainers and influencers who I follow. Each of these thought leaders,...
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Gerhard Gschwandtner has a global perspective on his exposure to the world’s top sales trainers. Anyone who starts the spelling of their last name with five consecutive consonants has my attention. Gerhard Gschwandtner has positioned himself to be in contact with leading...
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Nancy Nardin uses her selling experience to evaluate whether the latest sales tools increase our productivity. I follow Nancy because she keeps up with the latest selling tools and how they related to sales productivity.  Did you catch the key...
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