by Scott Edinger | Feb 24, 2016 | Sales
Being successful in sales nowadays requires a whole lot more than your basic product knowledge, list of probing questions and answers to common objections. In today’s world, we need a powerful attitude that’ll elevate us to that of an equal to our...
by Scott Edinger | Jan 5, 2016 | Sales
As spending authority rises higher within organizations, the number of senior managers or executives able to sign off on significant purchases declines. But because leaders are more likely to seek the opinions of others, there’s been a proliferation in the number of...
by Scott Edinger | Nov 3, 2015 | Leadership
As a lifelong fan of Star Wars, I found it exciting when the third trailer for the upcoming Star Wars Episode VII, The Force Awakens was released. Part of the appeal of the Star Wars saga is that it is the classic hero’s journey. But there’s a lot more. Having worked...
by Scott Edinger | Nov 2, 2015 | Sales
If your sales team has trouble cross-selling, it isn’t because you have a cross-selling problem. You have a selling problem. Here’s the rub. The promise of more to offer customers sounds wonderful as a growth strategy. And the ability to provide more for clients is...
by Scott Edinger | Jul 24, 2015 | Sales
It’s common for a CEO to say he wants a sales culture, or more specifically, a culture that supports sales. It sounds good especially to shareholders and corporate boards who have a sense that selling is kind of important for achieving revenue growth. Sales...
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