by Jill Harrington | Nov 25, 2011 | Sales Effectiveness, SalesSHIFT Blog
I was recently asked by a colleague to share my top three insights to help younger, less experienced sellers be successful in their careers. I love working with young new sales pros because they are eager to “get producing” as quickly as possible, they usually have...
by Jill Harrington | Nov 10, 2011 | Sales Efficiency, SalesSHIFT Blog
It’s a fact of life. The expectations of our customers, our bosses and our families require us to do more, and do it faster. Juggling existing customers and incoming leads, negotiating with price conscious buyers, squeezing in new business development activity,...
by Jill Harrington | Nov 4, 2011 | Sales Efficiency, SalesSHIFT Blog
Everyone has a “To Do” list. I was introduced to the concept of the “Stop Doing” list in one of my favorite books, “Good to Great” by Jim Collins. Over the years I have witnessed some frightening selling practices. And I’ve...
by Jill Harrington | Nov 2, 2011 | Sales Challenges, SalesSHIFT Blog
I still have vivid memories of a time I was making an important purchase for my company. A vendor raked me over the coals when she found out that I had shared a piece of information with her competitor and not with her. She lost the bid, and held my unfair act...