Peak Sales Recruiting

New research from the Boston University School of Management suggests that the best phrase a sales person can use to build trust and increase likelihood of closing a sales is to respond with “I don’t know” when stumped by a question rather than making up an answer. Perhaps this has to do with the perception [...]

This economy means a lot of pressure on sales teams and we are hearing stories about reps “overselling” to keep customers engaged and close business, but there is a high cost to being less than honest with customers. As our friend, Colleen Francis, Co-Author of Honesty Sells, Creating Open & Profitable Relationships, points out, “meeting [...]

Geoffrey James at BNET/Sales Machine and I had an ongoing conversation about his Top 10 List and we came up with a new list of the “Top 10 Dumb Lies Reps Tell Managers” – some of them funny and some cliché. If you have worked as a rep and managed sales teams, these will all [...]

I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering. A sales person has to be extremely enthusiastic about what [...]