Troy Harrison
Troy Harrison is the author of Sell Like You Mean It! and The Pocket Sales Manager. He is also a speaker, consultant, and sales navigator. He helps companies build more profitable and productive sales forces. For more information, call 913-645-3603, e-mail [email protected], or visit TroyHarrison.com
Mastering the Marathon: Winning Long-Cycle Floor-Care Contracts
Most crews love quick wins—a site walk, a fast quote, a signed work order. But major floor-care contracts (strip-and-finish programs, terrazzo maintenance, multi-site renewals) often...
How to Change Sales Behaviors
I’ve said before that sales managers earn their money by developing and improving the performance of their salespeople through a process that I call “profitable...
The ‘Or What’ Question
Recently, a sales manager asked me an interesting question: "What do I do when my top producer simply refuses to follow our new prospecting process?"...
Complacency
Imagine a well-oiled business machine humming along smoothly, basking in past glories. But here’s the catch: the market doesn’t care about your laurels. Complacency can be...
Attracting Younger Sales Talent
The sales profession is changing, and unfortunately, it’s graying. Statistics show a professional salesperson’s average age is now 47.1 years old. Fifteen years ago, that...
Recruiting Younger Sales Talent
The sales profession is changing, and unfortunately, it’s graying. Statistics show a professional salesperson’s average age is now 47.1 years old. Fifteen years ago, that...