by Wes | May 7, 2014 | Sales
This week I was asked to participate in a survey that was intended to identify ways to “Shorten the Learning Curve” of beginning Account Managers. I probably wasn’t the best person to be asked questions on this topic. Even after all my years of selling, I’m still...
by Wes | Apr 27, 2014 | Rants
I worry that as our businesses succeed and grow, we will begin drinking too much of our own Kool-Aid, forgetting what really matters. Let’s get this out first “I’m a worrier.” I sometimes worry about how much I worry. So when I say I worry about sales “going too good”...
by Wes | Apr 20, 2014 | Sales
Taxes, Sales and Referral Value I remember years ago taking my shoebox full of papers and receipts and anything else I may have thought would be needed for tax purposes to Jim my Accountant or maybe better said Tax Preparer. Many times it was just days before the...
by Wes | Apr 9, 2014 | Sales
You’re telling me your competitors are selling at a lower price. So what! You can’t get an order because your competitors don’t know how to make a profit. What’s new! Your Customers only buy on price! Oh Really! There’s not much you can do about your competitors...
by Wes | Mar 30, 2014 | Sales
In last week’s post I discussed the three keys to building a successful sales career. Those keys were Know, Like and Trust. It is Trust and the Value it brings that I would like to discuss today by asking these two questions. 1. Without trust, what value are you and...
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