Are you a true believer or just a salesperson?
Blogs / Columnists / Voices Queens Courier Staff 3/01/2012 at 5:33PM

What do you believe in? What are your real beliefs? I’m asking you these questions so you can have a clearer picture as to why sales are made or lost. “Jeffrey, you don’t understand,” you whine. “Our customers are price buyers!” No Jackson, YOU don’t understand. You BELIEVE they’re price buyers, and until you change [...]

What are you really asking of “your people?”
Blogs / Columnists / Voices Queens Courier Staff 11/03/2011 at 5:27PM

“I want my people to be accountable.” “I want our people to be MORE accountable.” “Our main issue this year is ‘accountability.’” Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers and (of course) [...]