Everything You’ve Ever Been Taught About Sales is Wrong

Article

by Doug Fletcher | Jun 27, 2017 | Article

By this point, we’re well versed in the fact that universities do not teach sales, and most of us receive very little formal sales training from our organizations. That said, there are those among us who have received...

It’s Harder than Ever to Sell Professional Services

Article

by Doug Fletcher | Jun 16, 2017 | Article

Moving right along through our list of the obstacles to selling professional services, we arrive at obstacle #4: it’s harder than ever to sell professional services. Okay, maybe you’re skeptical. You may ask, “Really,...

Nobody Wants to be a Salesperson

Article

by Doug Fletcher | Jun 6, 2017 | Article

Okay, maybe somebody started out their career wanting to be a salesperson, but I haven’t found that someone yet. When you ask a kid, “What do you want to be when you grow up”, have you ever heard, “When I grow up, I...

The Obstacles to Selling Services

Article

by Doug Fletcher | May 29, 2017 | Article

Tom McMakin and I met last week with our publisher and nailed down a title for our book. Our book is divided into four parts. The first part lays out the problem or obstacles we face in selling consulting and...