Hiring is too important to leave to a seat-of-the-pants approach. You should have a hiring process to ensure you hire the right sales crew. A hiring process should employ a series of time-tested steps. A person within the organization should be assigned responsibility for each step and a timeframe followed. Here is a seventeen-step recommendation on ... Read Post

What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you’re lucky! The distribution is more likely 99 to 1 of waste to efficiency ... Read Post

Go Digital to Go Global: How to Survive in Today’s Globalization of Commerce It cannot be overstated that the adoption of technology is the only way to survive in today’s globalization of commerce. Here is a great quote that says it all: “Digital is the main reason just over half of the companies on the ... Read Post

5 Tips to Make Eye-Popping Social Media Content to Churn More Sales Leads Digital marketing is an extremely crowded marketplace today. More competing online businesses are coming up each day as we speak. They are all mostly targeting to the same customer group you are vying too. It’s also very likely that the social media ... Read Post

Learn some concrete steps you can take to avoid common sales mistakes and leverage more successful behaviors. Read Post

Understanding Sales Engineers and their Role in the Sales Force 40 years ago, sales engineers were a rarity. Now they’re a dime a dozen. Actually, I made that up! I have no idea about 40 years ago. However, I know the last decade there are a lot more sales engineers than there used to be. ... Read Post

Trade has many benefits—to economies, to families, to individuals. It provides jobs, it provides incomes, it provides life to a culture and society. I think we can all agree that trade is a highly beneficial activity. But it has a far more significant role than you might at first think. Keeping Peace It’s not just ... Read Post

If you want to grow a reliable revenue, you have to find a steady rhythm. This means marching to the beat of your own drum by developing a sales cadence. A sales cadence is a networking system that maps out how often you try to connect with prospective clients. Once you send the initial message, ... Read Post