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 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...
by Scott Edinger | Jul 9, 2015 | Sales
Of all the strategies for growing your business, organic growth is the most daunting. But with the uncertainty and high failure rates of M&As and partnerships (most studies indicate between 70% to 90% of the time they fail to meet stated objectives), organic...
by Scott Edinger | May 8, 2015 | Leadership, Sales
On the ride back from Redwood City to San Francisco, my manager John and I hardly said a word to each other. We’d just left the headquarters of Oracle, and one of my worst sales calls ever. During the meeting, I had done my best to identify specific objectives the...
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