How to Navigate 7 Tricky Sales Conundrums

By Jeff Beals More than 50% of sales reps do not make their annual quota, and most businesses produce revenue well below their production capacity. What does this tell us?  We have a leadership void in the sales profession! Good leadership is critical to success in...

The 7 Deadly Myths of Closing Sales

By Jeff Beals Do you want to be more effective at closing deals? If so, you might need to change your way of thinking, because closing is actually “an act of service.” So says sales consultant James Muir in his special report, The 7 Deadly Sins of Closing and the...

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. It’s called, “cross-selling.” And you might add another villain to the list: “Sales culture.” In Wells Fargo’s world,...