Have you heard the news lately? You know, the story about the parent filing a “bullying” complaint against a rival town because his son’s high school football team got beat badly? The final tally was 91-0.
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Too many sales reps rely on their customers to coach them through the sales cycle.
However, we need to learn to be the coach. A book that’s bringing sales strategies to the next level is The Challenger Sale. Matthew Dixon and Brent Adamson suggestively describe how salespeople can fit into 5 different categories: the Relationship Builder, the Reactive Problem Solver, the Hard Worker, the Lone Wolf and the Challenger.
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