Why Do Some Sales Professionals Fear the Close?

By Jeff Beals During a sales seminar last week, I asked the attendees a question: โ€œWhat is your least favorite or most intimidating part of the sales process?โ€ Itโ€™s a question I commonly ask sales professionals toward the beginning of a presentation. And regardless of...

Is Cross-Selling Actually a Bad Thing???

By Jeff Beals Thanks to widespread media coverage of the recent Wells Fargo fake-account scandal, the sales profession has a new villain. Itโ€™s called, โ€œcross-selling.โ€ And you might add another villain to the list: โ€œSales culture.โ€ In Wells Fargoโ€™s world,...