Sales

A Deceiver’s Damage

2024-01-26T21:25:39-06:00February 28th, 2024|Tags: , , |

Years ago, a salesperson knew there was one important feature that I needed in his company’s software before I was willing to commit to buy. So, he convinced me that his company had just added this important feature that very month.   After signing the agreement, I discovered that he lied. There was no plan to ever roll out that feature.  ...

Building an Effective Team: Part I

2023-05-27T09:54:48-05:00June 26th, 2023|Tags: , , |

Early in my former consulting practice, a friend convinced me I needed to hire a salesperson. Weeks later, I hired Steve.   The first call Steve went with me on was to a company that I knew desperately needed our help. But I had never closed the deal.   That day, Steve told the prospect. “I’m not leaving until you sign a ...

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