Stu’s Articles on Success in Sales
Using Emotional Intelligence to Maximize Sales Performance
What is selling? I believe the true definition of selling is “the transfer of emotions from one...
Competencies Sales Leaders Must Master – Part Three
When I look back at the best sales leaders that I had the privilege of supporting, there are two...
Competencies Sales Leaders Must Master – Part Two
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader...
Competencies Sales Leaders Must Master – Part One
In my new book “The Relationship Selling Secret”, I address twelve competencies every sales leader...
New Book: The Relationship Selling Secret
I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to...
How to Ask Insightful Questions
As a sales leader you want your sales team to consistently take their skills to the next level....
How to Manage Objections
Most sellers hate customer objections because they see them as red flags or rejection. Not me! I...
How Your Prospects and Clients Define Value
What do I mean by value? Value depends on what your customer is trying to achieve. It’s our...
Training Your Sales Team
I believe the number one responsibility of every sales leader is to help their salespeople reach...
How Can You Motivate your Team?
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally...
How is Relationship Selling Different from Transactional Selling?
One of the biggest challenges salespeople face today is the commoditization of their offers. The...
How Accurate is your Pipeline Forecast?
It’s the end of the quarter and what do sales managers want? Easy answers. Which sales that their...