Have your salespeople adopted the Olympic Motto? Wouldn't you like them to be

"Swifter, Higher, Stronger."?

I read two articles this morning. Both, made me think about the changing challenges that today's salespeople face.

CJ's post talks about B2C salespeople and how easy it is to wind up in a price war. It takes a special set of skills to differentiate yourself so that you get enough of your prospect's attention to begin to take price out of the picture.

Trish's post links to a post that talks about some of the ways that that management and marketing departments are causing sales cycles to lengthen and in fact totally missing opportunities to do business.

I'm gonna let you read the two posts on your own, but watch for the line,

Years from now, management will look back at this "Slap Yourself On the
Top of Your Head", moment in time and ask, "What were we thinking?"

Enjoy, and as always, if you want to talk to me, just do it.