Sales

“Just stop,” spat the COO from across the table. “I don’t have time for this generic line of questioning.” I was two years into my first tech sales…

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict…

Summer, unfortunately, is in its waning days and the calendar year has passed the halfway point. In your selling year, there have likely been many…

I’ve spent a lot of time thinking about my successes and failures in sales. I’ve come to the realization that in many cases it was my salesmanship…

By Sheena McKinney, Executive Assistant to President Matt Heinz at Heinz Marketing This is the latest in a series of weekend posts highlighting a…

Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner Can you salvage a deal that’s on track for a loss? And if you can, what does it…

There is a reason you need Dream Clients, those clients who perceive what you do as strategic, who will consider you a partner, and who will be…

What Does ‘ASAP’ Mean? “ASAP” is an acronym for “As Soon as Possible.” It is often used in business correspondence to request the timely return of a…

Avoiding the biggest sales mistakes is crucial. Some behavior trends in the sales world are simply disastrous. They don’t work, and they only serve…

If you leave a plot of land alone, over time it will become overrun with all sorts of plant life. Most of the plant life will be of a hearty variety,…