Brad Ferguson

If you need to right-size your sales organization and want to consider more than revenue generation and overhead into the equation as to who to retain and in which roles, read on.

With the number of delayed or cancelled deals recently, sales leaders are expecting their people to be on the phone.

Up until a few weeks ago, before this terrible virus put selling into a tailspin, you would meet with prospects who already knew they wanted to buy what you sold.

If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

If you don’t solve both customer repair problems, the actual and emotional, there are tons of other salespeople ready to do the job and take your commission.

Customers, if given the choice between buying from a stranger or buying from someone they know, will always buy from someone they know.

Don’t involve your customer in your problems and your company’s problems. Your customer has enough of his own problems.

People in pain want relief; don’t get in their way of getting relief.

If you focus on how far you have yet to go, it will always undercut what you have done.

One advantage of remembering the past is that you are not condemned to repeat it unless it is to your benefit and you choose to.