How to Sell During a Recession

How to Sell During a Recession

I recently led a workshop for a company’s sales team on how they could succeed during periods of recession and rising interest rates. Much of the workshop was discussion-based, and the topics of conversation were fascinating. Why did this client request such a...
Sales Pros Hate Price Increases

Sales Pros Hate Price Increases

Note from Jeff Beals — Today we have a guest article written by my colleague Jeb Blount, who just released an outstanding book this week: Selling the Price Increase. Enjoy! By Jeb Blount I clearly remember the very first time in my career that I was asked to go...
Social Discomfort & Networking

Social Discomfort & Networking

On your way to a networking event, have you ever worried, “What if I don’t know anyone?” While it might make you uncomfortable, not knowing anyone forces you to use your networking skills. Too many people go to a function and sit in the corner with their friends,...
Take the Initiative While You Can

Take the Initiative While You Can

My grandmother turned 110 years old yesterday. Unfortunately, she’s not around to celebrate as she died more than 20 years ago. Even though she’s been gone a long time, I still think of her each year on May 19th. It’s hard to believe that someone who was an important...
Telephone Prospecting Truths

Telephone Prospecting Truths

I was presenting a prospecting workshop last week, and something interesting came up during the Q&A section. One of the participants, who seemed a bit agitated by my training content, said: “I don’t do any of this cold calling; I only make warm calls.” His comment...
Fully Present All the Time

Fully Present All the Time

As I sat by myself at a restaurant working on my laptop, I kept overhearing a group of four women at the table next to me. From time to time, they would say something that caught my attention, and I’d find myself eavesdropping a bit. (When you’re on the road by...