From the monthly archives:

November 2009

Drafting on Influentials

by Rob on November 16, 2009

Sales folks are thought of (and often think of themselves) as lone wolves. They have a reputation for “leave me alone and just let me produce” types of attitudes.

And most sales people are just that way – except for the great ones.

The great ones know how to draft on influentials.

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tagged as lone wolves, sales lessons, sales professionals, wholesalers

Maybe Your Business Sucks Because You Are A Flake

November 9, 2009

CAUTION: Bona fide, certified, unfiltered rant ahead.
‘Do what you say you will do when you say you will do it.’
That one phrase forms the DNA of how great and successful professionals think and act. It also provides me an important measurement to gauge the true caliber of people in business.
Conversely it is arguably the hardest [...]

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November Newsletter: Five Important Recession Selling Lessons

November 9, 2009

Over a year ago a post appeared on the shorespeak blog about ways to keep selling through a recession.
As I speak to both managers and producers, it’s clear that those that stayed the course, with healthy corrections along the way, are best positioned for success as the recession slowly makes its way into the rear [...]

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