Essentials of Selling

“Groups Within a Group”

Recently I was reading HBR’s 10 Must Reads on Emotional Intelligence (from Harvard Business Review’s “10 Must Read” collection of best practices in business). This collection of articles discusses the theory of “groups within a group.” The idea is that within any organized group of people, there are sub-groups within the larger group. The contributors …

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The 2020 Sales Process: The Customer’s Journey

Most likely, you would agree that how people buy products and services today is far different than it was twenty years ago. If you visit any (remaining) shopping mall, you quickly realize that the shopping scene has changed dramatically. Why? The main reason is e-commerce – which, in many cases, causes individuals to be informed …

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Building a Resilient Sales Force

Everyone appreciates a durable product.  We like it when we buy a quality item, and it lasts for a long time and if applicable, provides us with excellent service. On a much larger scale, investors appreciate durable businesses that provide long-term, sustainable returns on their investment.  Moreover, as an investor, you know that discovering durable …

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Three Strategies to Motivate Your Sales Team to Take Ownership

In my previous article, “Think Like an Entrepreneur,” I outlined the benefits that result when salespeople think and act like owners of the business they represent.  One of my readers commented that “it is easier said than done to get salespeople (or employees in general) to act like owners.” I completely agree with my reader; …

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