By Kelly Riggs | Sales + Leadership
If you’re a salesperson who has been struggling this past year, the New Year provides the opportunity to start over. However, next year will actually just be more of the same if you continue to practice some of the bad habits you’ve acquired. These amateur mistakes are never committed by top-drawer salespeople because they’ve learned (usually first-hand) how damaging they are.
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By Kelly Riggs | Sales + Leadership
If there is one comment or habit that is an indicator of future sales failure or mediocrity, this is it: “I don’t have time.” Learning is the preventative maintenance of the selling profession. It is the only predictable remedy for falling revenue and compensation erosion.
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By Kelly Riggs | Sales + Leadership
Leading a “change” initiative in the workplace is influenced by the same exact psychology that salespeople encounter in selling – a fact not readily apparent to the vast majority of managers. But, the truth is, if you don’t understand how to sell, you’re going struggle to implement change effectively in the workplace. Because leading change is “selling.”
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By Kelly Riggs | Sales + Leadership
What exactly makes a sales presentation “effective?” In a lot of cases, I get the impression that an “effective” presentation means the presentation was well-delivered. The presenter was smooth, even charming. The slide deck was perfect. Yes, these things are obviously important to some degree, but, on the other hand, it misses the point entirely.
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