Is Sales Planning a Waste of Time?

The Context In a recent sales workshop we had lunch with three sales representatives. For purposes of anonymity we will call them Abbie (A), Bill (B) and Charlie (C). It was 10 months into their fiscal year and the conversation turned to their sales funnels, sales planning activities and their efforts to close the year […]

A Sales Skill That is Often Ignored: Listening!

“Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen R. Covey Are you a great listener? Most, if not all, sales professionals would say that they are great listeners. While most sales professionals would receive high grades many would be wrong if their clients or customers […]