“Holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned.” ―Buddha Everyone gets angry in life. Some people get angry often while some people get angry seldom based on their emotions, mindset, and personality. In fact, anger is unavoidable ... Read More

Time management is known to be very beneficial to employers and employees alike. Without it, it is impossible to have any estimate about project progress and completion, and project budgets would go haywire. Employers track time to ensure good management of employee work time. Tracking time gives a clear picture of how everyone is contributing ... Read More

At the very heart of running a sales, pipeline is opportunity management. Opportunity management consists of, first, setting up a sales process. This means knowing the various stages that your opportunities pass through, from lead all the way to close. When you know how long a deal takes to make it through the pipeline, and ... Read More

A job in sales involves much more than simply selling a product. To do so successfully requires a person to develop a whole range of other skills. And lucky for salespeople, these sales skills can transfer to life skills as well – here’s how. You’re an Expert at Building Rapport As an expert in sales, ... Read More

With Q4 already underway and 2021 around the corner, sales leaders are already considering which investments to make in their sales stack. According to the HubSpot research report, about 72% of companies with very few leads never meet their revenue goals.  And companies are now using sales software to hit their number. These include business ... Read More

How many salespeople would consciously put their sale at risk in order to protect a long term customer relationship? How many would continue to put time in with the customer even though they realize the probability of making the immediate sale is low? How many would put their yearly quota in jeopardy in favour of ... Read More

As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article doesn’t touch that subject but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. Inbound and Outbound As with ... Read More

Sales are the lifeline for any business, no matter what you size, scale, or domain is. But as the business landscape gets more competitive, achieving sales targets becomes more challenging than ever for organizations. No matter how much work your sales team puts in, they are most likely to fall behind the targets. It makes ... Read More

Winning business with a major account is a significant achievement that brings new revenue and profit. But with enterprise accounts, the win is just the beginning. In a recent Sandler Research Center survey, the topic of client retention deservedly received significant attention. In the survey, sales respondents worldwide were asked, “What percentage of your sales ... Read More

While physical and digital shops are very common in B2C operations, it’s a very relevant (and underused) strategy for B2B sales as well. You can quickly and easily communicate your brand and product, potentially scoring you a whole host of new customers. Whether you set up in a physical location or online, the following tips ... Read More

You might be surprised to know that commission-only door-to-door sales is still a thing. In fact, there are entire companies that use this as their primary marketing channel. It’s an industry that burns out its salespeople quickly, which may be no surprise. What is surprising is that many B2B companies rely on cold outreach prospecting, ... Read More

Whether we work within a large corporation or attempt to sell to one, we need to simplify doing business.  One sales training quote commonly used by sales trainers is forever in my mind.  However, I don’t recommend using it: “Keep It Simple Stupid.” You can believe that shivers went up my spine when I heard ... Read More