‘They must be hunters, they need to be hungry.’ These tired old tropes keep us from hiring the right sales talent our businesses really need.
It’s pretty easy to sell in good times. However, it’s the test of any business and its leadership team as to how they sell in the tough times.
Our relationship with perfection and progress can be rather fraught. We can be forgiven for thinking that perfection is actually attainable.
What is sales? And what is marketing? In business, it’s vital to have a clear understanding of how the two can work together effectively.
Anyone can have an idea. The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity.
Someone can have the grandest sales title on offer and still behave like a fool. So don’t confuse packaging with substance.
‘Common ground' is a communication technique. It is the overlap between the positions of parties that may otherwise disagree.
It's hard being a salesperson at the best of times, but when almost half of the general population doesn't trust business it's even harder.
Human beings, by and large, are notorious for staying with what is familiar to them. But this approach didn’t go well for Kodak.
How are we supposed to sell better when there’s a general feeling of uncertainty that makes decision-making so difficult?