by Jim Schleckser | Jul 20, 2017 | Entrepreneur, Growth, Leadership, Sales
When you’re trying to do business with someone in a way where ultimately you’d like him or her to purchase something from you, there is a little secret you can use to vastly improve your success rate. It all comes down to following a simple sequence: tell,...
by Jim Schleckser | Jun 27, 2017 | Decision Making, Entrepreneur, Sales
When you think about your sales force, what kind of people do you have working for you: Hunters or Farmers? And what kind do you want? It depends on whether your growth is driven by new accounts or by growth in existing accounts, or a blend of the two. Hunters are the...
