What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen…
Sales Management
More Articles from Gretchen Gordon
2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their…
Sales Management
85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge! And one of the most common…
Sales Management
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling…
Sales Management
It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team…
Sales Management
Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how…
Sales Management
Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s…
Sales Management
Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it…
Strategy
My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of…
Sales Management
The LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get…
Sales Management