Collecting WINS Blog
Which Sales Forces will Thrive in the Next Recession?
For 28 years, through every economic and business cycle, we’ve heard five questions from CEOs and business leaders more often than any others. And, every time we’ve heard them, [...]
Why is it so Hard to Hire Great Salespeople?
To answer this question, you have to understand three parts of the equation. The first part has to do with the natural optimism of hiring managers. The second has [...]
Filling Your Sales Pipeline
As Growth Multipliers -- salespeople who compete and win as servant leaders -- we make our living by engaging ready buyers in successful buying decisions. But, not every buyer [...]
Learn to Lead Successful Buying Relationships: Part 3
Successful buying relationships are secured by mutual respect. This is the third and final element required to lead a successful buying relationship. In Parts One and Two of this [...]
Learn to Lead Successful Buying Relationships: Part 2
Ask any thoughtful salesperson what the most important element is when helping people buy, and chances are you’ll hear “Trust” without hesitation. They are right in believing that trust [...]
Learn to Lead Successful Buying Relationships: Part 1
Successful buying decisions come from leading successful buying relationships. These relationships require participation and collaboration from all sides of the deal and are built from the ground up upon [...]