Gregory T. WilkJan 21, 20182 minThe Double Standard of SellingHas this ever happened to you?… You get a call from a prospect who asks you to submit a proposal. You’re excited! You get all your...
Gregory T. WilkJan 21, 20181 minHow to help your sales force identify your most profitable clients?It’s time to stop asking your sales force, “What did you sell today?” and start asking them “Who did you sell to today?” Today, the aged...
Gregory T. WilkJan 21, 20181 minWhat the Truth in Selling is Not!I find it is helpful sometimes to understand the definition of a word or phrase by what is doesn’t mean. I’m sure that buyers have...
Gregory T. WilkJan 21, 20181 minWhat is the Truth in Selling?The words “truth” and “selling” may seem like a dichotomy these days, especially to buyers. So, what is the truth in selling? First, it...