What the NFL Can Teach You About Your Inside Sales Team

May 16, 2012 by  | Leave a Comment Filed under: Sales 

Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein changed modern physics. Steve Jobs changed (read on...)

Sales Is What Keeps The Corporate Engine Running Smoothly

May 16, 2012 by  | Leave a Comment Filed under: Sales 

It’s unfortunate today, but many organizations just don’t understand that the single factor that determines your long term success is consistently increasing sales. Yes, manufacturing, R&D, finance, administration, distribution etc are all important factors but keep in mind none (read on...)

The Perils Of Voice Mail

May 16, 2012 by  | Leave a Comment Filed under: Sales 

It’s a new world. Twenty years ago if you left a message for a customer or prospect requesting a return call regarding discussing your services and benefits for them, you would have had a better than average chance of having your call returned. Flash forward twenty years. In an average week (read on...)

Employee Reviews – Myth Or Reality?

May 16, 2012 by  | Leave a Comment Filed under: Management 

There is a basic management premise that states, “You get the behavior you reward.” Thousands of employees perform tasks and duties every day are totally unaware of how they are doing according to the systems, structure or expectations of their management staff. As a result, there are (read on...)

The New Buyer Obsession: Benefits Realization

May 12, 2012 by  | Leave a Comment Filed under: Sales 

Buyers have a new obsession. It is called ‘benefits realization’, or alternatively ‘benefits delivery’. They have lost faith that promises made before the sale will actually materialize and are determined to intervene to ensure that they do. Buyers Become (read on...)

Picking Winning Sales Professionals: What Sales Managers Can Learn From Olympic Champions

May 10, 2012 by  | Leave a Comment Filed under: Sales 

How can sales managers consistently pick winners? Read on to learn from Olympic kayaker and retired Olympic swimming coach, Bill Jewell as he shares his insights from working with top swimmers. He demanded these eight characteristics from his athletes. They parallel what sales managers must (read on...)

And Your Biggest Sales Challenge Today Is?

May 6, 2012 by  | Leave a Comment Filed under: Sales 

Whether you have been in a sales career for a short time or you are an established veteran with many years of experience I’ll guarantee that every day you face some kind of challenge. The question is simply – are you facing the same challenge each time or do they vary depending on the (read on...)

Top 7 Books for Your Sales Strategy Library

May 1, 2012 by  | Leave a Comment Filed under: Sales 

Are you starting out at a career in sales? Or perhaps you’ve been in the field for a while, but would like to fine tune your sales strategy. Here are some must-haves for your bookshelf at the office. 1) The 25 Sales Strategies That Will Boost Your Sales Today, by Stephan Schiffman From the (read on...)

Got A Severe Case Of Sales Disconnect?

April 26, 2012 by  | Leave a Comment Filed under: Sales 

What is sales disconnect? The goal of all salespeople is to close more deals faster and easier. In an attempt to achieve these ends they often sabotage their overall results and efforts by failing to adhere to a few fundamental procedures or techniques. The concept of selling hasn’t changed (read on...)

The Critical Trait For Enduring Sales Success

April 15, 2012 by  | Leave a Comment Filed under: Sales 

If you have read any sales book or attended any sales training seminar during your career no matter how short or long your career, I’m sure you have learned that there are many elements, traits or skills required for sales success. Over the years I have read all the books, heard many of the (read on...)