Is Your “A List” Too Big?

If you don’t have time to talk to all of your top clients, you might have too many. The senior vice president of a major bank recently told me that his team reaches out to their clients once a year. “Each of my reps has 250 clients,” he explained. “They...

Train My Salespeople … Really?

Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can...

Look Your Customers in the Eye

Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact—to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone...
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