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“You can’t handle the truth!” is a favorite movie line that was delivered by Jack Nicholson in the movie A Few Good Men. Some people have difficulty handling not only the truth but also creative answers, and not just for business but in social settings, too. I recently learned that an old friend, John, now ...

The job of a sales manager is to provide a succeeding environment for salespeople. Part of that is the provision of intrinsic competitive value in the product or service being sold. Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal ...

All about the hardest job in a company--and where a sales manager should stop, go and yield.

Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management. In Part One we addressed Leadership and Market Focus. Many organizations have one or two of these critical components in place and wonder why results may be lacking. Is your sales force ...

Subjective value is the perceived value of your product or service in the mind of the prospect. According to one of the founding fathers of the Austrian School of Economics, Ludwig von Mises, “Value is not intrinsic, it is not in things. It is within us; it is the way in which man reacts to ...

According to 451 Research “SaaS is expected to grow sharply to nearly one-quarter (23%) of all enterprise workloads by mid-2018.” While this should be good news for sales professionals in the industry, changing buyer demographics and behaviors are making selling SaaS solutions more complicated than ever before. More business functions depend on SaaS capabilities, which ...

When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. I’ve made my living (as well as my profession and my business) from the sale of products and solutions. I’m actually quite receptive to sales ...

It’s the information age. So it is hard to believe that sales managers and salespeople still utilize outdated methodology and ideas. Salespeople arrive at meetings with more focus on closing than on engaging in real conversations. Sales managers still teach overcoming objections and trial closes. All of this leads to superficial, guarded meetings with prospects. ...