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Recent Articles from Liz Wendling
Instant sales karma
Telling the truth! It sounds like the simplest thing in the world, but being honest with salespeople seems like a real challenge these days. Business owners think salespeople are liars […]
The leap from salesperson to sales manager
Are you taking your best salesperson and making them your new sales manager? If so, that move could be a costly mistake if your selection is based on sales performance […]
Hey, cold callers – It’s not about you!
Cold calling is still a form of business development, and it won’t be going away anytime soon. In some cases, it’s very effective; in others, not at all. In the […]
How the sales world is like dieting
The sales world can be a lot like dieting and working out. Sales, like dieting and working out, takes dedication, commitment, discipline and knowing when you are off track. If […]
Get your “ask” in gear
Asking questions in the sales process is vital to finding, qualifying and closing deals, as well as offering the best possible solutions for your potential customers. To be successful at […]
Five ways to fan the flames of your sales passion
Sales passion is the most undervalued and underutilized sales tool in the business toolbox. It’s hard to measure and even harder to develop. You can’t teach someone to be passionate […]
The dangers of the business comfort zone
Working inside your business comfort zone is costly and dangerous. The business comfort zone will destroy your bottom line and stall your success. Once settled into your comfort zone, it’s […]
The dark side of discounting
During tough times, people like bargains and discounts, but they also like quality and certainty. Many buyers have come to expect discounts as a “new” part of the sales process […]
Top five networking no-no’s
Networking is a powerful and productive way to build professional relationships and generate new business opportunities. It’s a reciprocal process based on the exchange of ideas, advice, contacts and referrals. […]
Following up isn’t optional
What’s your excuse for not following up? These days everyone seems to have one. Some of the tired and overused excuses are; too busy, not enough time, didn’t get around […]
The secret sales sauce
Developing trust is absolutely essential to building a thriving business and is part of a solid foundation in the sales process. While trust means different things to different people, qualities […]
Three hot tips for cold-call success
Let’s face it, nobody really enjoys making cold calls, and nobody likes getting them. But they’re a part of doing business, and they’re not going away anytime soon. Making a […]
