Tips

New post from Gil Cargill..check it out Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers will, I predict, become even more challenging due to the fact that they... - read more

New post from Gil Cargill..check it out Attempting to dramatically change/improve the productivity of your salesforce, without conducting a thorough root cause analysis, is an exercise in hoping that your efforts will produce positive results.  In my experience, too many sales improvement initiatives are launched as a result of a senior executive saying (sometimes in a very loud voice), “Do something about... - read more

New post from Gil Cargill..check it out No, not that kind of emotion; but the emotion that exists when you ask a prospect to change his/her vendors, products and/or business processes.  You see, although the topic is frequently glossed over, I believe that natural human emotion is an inevitable component of virtually every sale. For instance, I believe that your prospects are... - read more

New post from Gil Cargill..check it out It’s an old axiom in sales that the best salespeople listen better than they talk.  I’ve noticed that some salespeople confuse the ability to recite volumes and volumes of information regarding their product and service as selling.  In fact, all they’re doing is talking.  Unfortunately, if you are not listening, then you can’t learn what... - read more