5 Keys to Ensuring a Spectacular Sales Training Engagement
Sales training is key to the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
View ArticleThe Secret to Overcoming the Price Objection
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
View Article12 Keys to Tuning Up Your Salesforce
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
View ArticleFinding the Right Home for Your Sales Skills
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the...
View ArticleMigrating from Vendor to Partner
There is no bigger insult to a sales person than being called a vendor. Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
View ArticleClose Doors, Not Sales
You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.
View Article5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
View ArticleWhat Every Sales Person Could Learn From the Yankees
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
View ArticleThe Most Underutilized Strategic Advantage
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
View ArticleWhat's The Plan?
If you dont have a destination, how will you know if you've arrived? A great question for salespeople!
View ArticleIdentifying the Right Sales Talent for Your Company
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
View ArticleWhy Can't I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their companys Sales Talent Screening Program.
View ArticleWhen the Sale Doesn't Happen
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesnt happen. There are lessons to be learned in sales gone awry.
View ArticleWill You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.
View ArticleAre Job Applicants Destroying Your Brand?
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company....
View ArticleMotivating the Passive Sales Candidate
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or...
View ArticleTry Before Buy
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take...
View ArticlePriming the Sales Applicant Pump
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
View ArticleThe Sales Person's First Day
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to...
View ArticleSales Candidate Attributes: Desired or Required
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
View ArticleThe Second Dimension of Screening Sales Talent
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid...
View ArticleSecrets To Effective Salesperson Onboarding
Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it...
View ArticleCompensate to Motivate
Channeling the energy of your sales team can be challenging. How you compensate them determines where they invest their time and the results you receive.
View ArticleYour Sales Need a Little R & R
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
View ArticleWhat Is Leadership?
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
View ArticleMotivate Your Sales Team to Crush the Tomato
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for...
View ArticleHow To Get The Sales Job You Desire
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
View ArticleHow to Get Candidates to Accept Your Sales Job Offer
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
View ArticleThe Secret Peril That Causes Sales to be Lost
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
View ArticleDeveloping Sales Compensation Plans - The Equilateral Triangle Model
Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to...
View ArticleSales Manager: Job Title or Specialized Skill
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
View ArticleThe Sales Person's One-Word Job Description
Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and...
View ArticleThe Epidemic That Is Killing Sales Pipelines
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
View ArticleHow to Hire the Right Vice President of Sales
Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.
View ArticleAre Your Sales People Missing A Key Success Ingredient
The sales process you've defined to grow your business may be the very thing that is keeping your sales team from succeeding.
View ArticleBeware of Hiring Your Competitor's Sales People
Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
View ArticleThe Power of A Needs Analysis Strategy When Recruiting Sales Candidates
Your needs analysis strategy is your key to successfully recruiting the right sales people.
View ArticleBuilding Your Sales Metric Management System In 4 Easy Steps
Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.
View ArticleThe Two Most Powerful Words That Will Make You Sell More
Sales people are searching for the secrets to selling success These two words are the drivers that will take their income to a new level.
View ArticleSecrets Buried In a Sales Person's Resume
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
View ArticleThe Sales Person's Kryptonite - The RFP!
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
View ArticleLinkedIn Is a Waste Of a Salesperson's Time!
There are many misconceptions about LinkedIn. It's not just for job searches or networking. It is a unique lead generation platform.
View ArticlePromote My Top Salesperson to Sales Manager - The Executive Dilemma
Before promoting your top salesperson into sales management, make sure you're making the right move for your company and the salesperson.
View ArticleThe Unprecedented Sales Management Challenge
Sales managers are tasked with the daunting challenge of leading their sales teams during turbulent times.
View ArticleIf Price Really Matters
Price has always been a main reason that keeps sales people from selling. At least, that's what sales people say. Here is some humorous evidence to the contrary.
View ArticleHow Sales People WANT To Be Managed...And How They SHOULD Be Managed
Sales people often say they want to be managed as if they were operating their own business. And, that's exactly how they should be managed. Yet, there is a disconnect between how sales people perceive...
View ArticleCan't Sell Today - Funny Sales Excuses
There are a million excuses why your sales people can't sell today. Here's an entire calendar of funny (yet, not so funny) sales roadblocks.
View ArticleAre You Setting Up Your New Hire Sales People For FAILURE?
If you HIRE sales people, you may be creating unnecessary risk for the company.
View ArticleYour Sales Team - Wise Investment or Money Pit?
One of the most significant investment companies make is in their sales teams. From adding headcount, to onboarding sales people, to paying commissions; the sales team should be managed as exactly...
View ArticleAre Salespeople About to Become Extinct?
There's been much talk about the future of the sales profession. Yet, there are steps salespeople can (and should) take right now, not just to survive, but to thrive!
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