by Scott Edinger | Jun 25, 2013 | Leadership, Sales
As I continue to write about what separates the excellent from the average sales leader, it didn’t take long to get to the topic of coaching. Because few people go to school to earn degrees in selling (there are hardly any Universities even offering a degree in...
by Scott Edinger | Jun 13, 2013 | Strategy
The best salespeople see a sale as a consultation, not a transaction. They find ways to benefit the customer beyond what the product offers. Here are three ways you can be more valuable to your potential clients: Help clients see issues they hadn’t...
by Scott Edinger | Jun 3, 2013 | Sales
To say that forecasting is the bane of existence of most sales managers and leaders is a bit of an understatement. For most representatives, the choice between working on the forecast and getting a root canal would lead to a trip to the dentist. And yet, most...
by Scott Edinger | Jun 3, 2013 | Culture
What’s better than a really excellent engineer working on a project? Not just more engineers working on a project but more engineers who can collaborate effectively. I’ve been working on an engagement focused on increasing the productive output of teams of...
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