Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3109/Salespeople-Must-Stop-Snorkeling-and-Start-Scuba-Diving.html http://www.evancarmichael.com/Sales/3109/Salespeople-Must-Stop-Snorkeling-and-Start-Scuba-Diving.html This is an awesome analogy to help salespeople understand the listening and questioning in consultative selling. http://www.evancarmichael.com/Sales/3109/Impact-of-Sales-Process-versus-Sales-Coaching.html http://www.evancarmichael.com/Sales/3109/Impact-of-Sales-Process-versus-Sales-Coaching.html Instant feedback allows you to make changes. Lack of it causes the opposite. How does that apply to sales coaching and process? http://www.evancarmichael.com/Sales/3109/Top-10-Reasons-Why-Salespeople-Let-Price-Drive-the-Sale.html http://www.evancarmichael.com/Sales/3109/Top-10-Reasons-Why-Salespeople-Let-Price-Drive-the-Sale.html How many of the ten reasons can you name? Can you add any? http://www.evancarmichael.com/Sales/3109/Is-the-Lack-of-Commitment-to-Sales-Success-Finding-Predictive.html http://www.evancarmichael.com/Sales/3109/Is-the-Lack-of-Commitment-to-Sales-Success-Finding-Predictive.html What does it really mean when a salesperson lacks commitment to sales? http://www.evancarmichael.com/Sales/3109/When-Sales-Coaching-Best-Practices-and-Books-are-Ignored.html http://www.evancarmichael.com/Sales/3109/When-Sales-Coaching-Best-Practices-and-Books-are-Ignored.html What happens when a new salesperson doesn't follow best practices and attempts to reinvent the wheel? http://www.evancarmichael.com/Sales/3109/Major-Changes-in-Buying-Require-Major-Changes-in-Selling.html http://www.evancarmichael.com/Sales/3109/Major-Changes-in-Buying-Require-Major-Changes-in-Selling.html Have you ordered Frank Belzer's new book - Sales Shift? It's terrific! http://www.evancarmichael.com/Sales/3109/New-Book-will-Improve-Your-Account-Managers-Relationships.html http://www.evancarmichael.com/Sales/3109/New-Book-will-Improve-Your-Account-Managers-Relationships.html Have you ordered Jeb Blount's new book, People Love You, yet? http://www.evancarmichael.com/Sales/3109/Sales-Management-Best-Practices--Are-Top-Salespeople-Challengers.html http://www.evancarmichael.com/Sales/3109/Sales-Management-Best-Practices--Are-Top-Salespeople-Challengers.html Have you identified whether the Challenger Sale incorporates sales and sales management best practices? http://www.evancarmichael.com/Sales/3109/The-Latest-and-Greatest-in-Sales-Force-Effectiveness.html http://www.evancarmichael.com/Sales/3109/The-Latest-and-Greatest-in-Sales-Force-Effectiveness.html The introduction of OMG's brand new sales force evaluation tool and what it means for the growing company. http://www.evancarmichael.com/Sales/3109/Top-5-Reasons-Why-Salespeople-Dont-Qualify-Effectively.html http://www.evancarmichael.com/Sales/3109/Top-5-Reasons-Why-Salespeople-Dont-Qualify-Effectively.html Do you know why salespeople don't qualify their opportunities more effectively?