by Damy@convergenceconsulting.biz | Mar 26, 2019 | Blog, Sales
“People will accept the advice of insight sellers only to the extent that they trust them.” – Mike Schultz & John Doerr, Insight Selling Trust is a critical component to sales success. In their buyer research, the authors of Insight Selling learned what we know...
by Damy@convergenceconsulting.biz | Mar 19, 2019 | Blog, Sales
Stephen Covey says that highly effective people put the “big rocks in first” because if you don’t do the important things first, they get crowded out by the smaller things. The biggest rock for any sales professional is prospecting. It’s the #1 driver of success and...
by Damy@convergenceconsulting.biz | Mar 19, 2019 | Blog, Sales
Today is the 30th anniversary of the world wide web! Nothing has changed the sales profession more than this technology. As I reflect back over my 26 years in sales, allow me to offer some observations on how the internet has changed sales for good. 1. From Brochures...
by Damy@convergenceconsulting.biz | Mar 19, 2019 | Blog, Sales
Stephen Covey says that highly effective people put the “big rocks in first” because if you don’t do the important things first, they get crowded out by the smaller things. The biggest rock for any sales professional is prospecting. It’s the #1 driver of success and...
by Damy@convergenceconsulting.biz | Mar 5, 2019 | Blog, Sales
“Although discipline demands control and asceticism, it actually results in freedom.” – Jocko Willink Jocko provides helpful insight for sales professionals and leaders in the final chapter of Extreme Ownership : Discipline Equals Freedom. If you want the freedom of...
by Damy@convergenceconsulting.biz | Mar 2, 2019 | Blog, Sales
Imagine if you had 100 people lined up outside your business right now. What would you do? Certainly, you’d send someone out to greet them. You’d ask how you could help. You’d get the prospects involved in sales situations. You’d do your best to answer customer...
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