How to Win Sales as the Underdog

How to Win Sales as the Underdog

We love stories about underdogs. There’s something inspiring about fighting against all odds to emerge battered, bruised, and victorious. This heroism was demonstrated by the Western Bulldogs seizing the AFL Grand Final this week. When starting a new business, one of...
Why Experience Does NOT Equal Competence

Why Experience Does NOT Equal Competence

In my article “Considerations for Entrepreneurs when Hiring a Salesperson,” I wrote about the importance of self-motivation. In the last few weeks I have heard sales managers dismiss basic sales training in light of their sales staff having many years of experience....
Sales Clichés That Desperately Need to Be Retired

Sales Clichés That Desperately Need to Be Retired

Which sales clichés need to be retired? We often use proverbs to convey nuggets of insight in a simple way. Many come from hundreds of years of wisdom and stay true to this day. Others, although resonating with our personal experiences, have been proven woefully...