Sales Managers dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance. Read Post

What to look for while setting up a sales office in a new territory Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Add to this the pressures of ... Read Post

Common sense is a basic ability to perceive, understand, and judge things, which is shared by ("common to") nearly all people Read Post

Culture is a complex, ever-present, and a constant paradigm in our family units, organizations, and businesses. It determines how we act, how we’re described by others, and who we ultimately are. In work environments, employees are the perfect gauge to describe a team or an organization’s culture using only a few words. Such descriptions may ... Read Post

In our last article in this series, I pointed out that the evangelist in the business world has all but disappeared, yet in the past was an integral factor in the success of companies such as Apple. Now, let’s have a further look at why evangelism needs to make a comeback in this digital age, ... Read Post

Sales professionals know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Yep, differentiation is differentiated. Remember, differentiation only becomes value once a customer understands it and connects to a customer-desired outcome. It only turns into differentiated value — that moves a buying decision – when that ... Read Post

Believe it or not, generating highly-qualified leads is a challenging task for nearly every business. Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Salespersons are always looking for some innovative ways ... Read Post

You might remember, a few years back, an author named Guy Kawasaki writing about The Art of Evangelism. He wrote about how important evangelism was to the astounding success of Apple, and other companies as well. I’m now writing not about the huge evangelists like Steve Jobs, but about salespeople. Salespeople were once the primary ... Read Post