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 price, of course. Those were the three foundations of my earliest selling. And being a......
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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 writings, particularly in my book When Buyers Say No co-authored with world renown sales trainer......
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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, using their own set of skills and strengths, will help you reach your next level......
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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 sales trainers and thought leaders. Like with Geoffrey James, who is a contributing editor to......
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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 idea? Not the latest and greatest… which in of themselves may be cool. But rather......
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