Scene: Enter Mike Wilkinson and Salesperson Mike: You are involved with big complex deals that can take many meetings to drive through. What resource stops you […]

In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° opposite in meaning. The first way […]

Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He was very concerned that they expressed […]

Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]

Go On. Pull Out Salesperson Every time I talk to them they tell me how good our competitor is. I am really worried about it. I […]

Being good at sales isn’t just luck and despite what some may think, good sales people aren’t born with a special skill that sets them apart […]