In the world I was born into, people went to school in the traditional way. During that time, you were asked what you wanted to be one day. You went to elementary, middle school, high school, and university. You learned a profession, and you worked in that profession most of your life. In those days ... Read Post

Sales is an integral component of any successful business, which is part of the reason project managers and other leaders of a company need to pay attention to it. No business can be successful without customers, which is why sales process engineering was born. This is a scientific approach to sales that could help optimize ... Read Post

If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “{What I sell} is Cheap. It’s Trouble that’s Expensive”. The mission critical sale is when your offer affects your customer’s business or operations in some significant way. Note the emphasis on “should” and “can”; I’ll get to that later on. Examples might include: Complex/Technical capital equipment ... Read Post

When you’re leading a sales team, you’ll have a diversity of creative personalities and practical thinkers. In order to harness all of the energy to produce an effective and efficient sales funnel, it’s important to strongly rely on specialization. What Specialization Brings to the Table Specialization involves the repetitive nature of an action that leads ... Read Post

In this, our final article on the subject of product evangelism, we’re going to take up a subject that is eternally controversial: the “spirit” or the “soul.” There are many views and opinions of what a soul or spirit is. Hard science dictates that there is no such thing. Philosophy and religion have been all ... Read Post

"The mind is the limit. As long as the mind can envision the fact that you can do something, you can do it, as long as you believe it 100%." -- Arnold Schwarzenegger Read Post

Two main reasons exist as to why you may be losing opportunities in your sales funnel: The lack of timely follow-up Not remembering you are to check back in with your prospective client As a former salesperson who began in the profession before the internet or the idea of CRM came into being, I whole-heartedly ... Read Post

Sales is the most important and efficient operation of the business on which another operation depends. If the salesperson you hire for your business is not capable enough to bring sales then your operations might get affected. So, how do you decide the salesperson you choose is the right fit for your company? Here are ... Read Post