Hiring Right By Learning From Past Errors Hiring the right salespeople can be difficult. In my experience, there are often times when sales managers hire the wrong salespeople. But, this doesn’t mean we cannot learn from these errors. From a sales manager’s standpoint, we should step back and look what at what made it a ... Read Post

These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Read Post

How to Find and Recruit the Best Salespeople Recruiting salespeople can be a significant challenge. It is essential to find someone who fits in with the culture, has an innate set of skills that lend well to selling, and has the experience and track record to prove credibility. This two-part series will explore how to ... Read Post

Matthew McDarby has been a long time contributor to SalesPOP!, and is absolutely deserving of being this month’s spotlight contributor. He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. His contributions date back to SalesPOP!’s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the ... Read Post

Dave Stein is a legend in the sales training industry and he has teamed up with Steve Andersen to publish an essential book for anyone in business-to-business selling. I just finished reading Beyond The Sales Process and its timeless wisdom is wrapped within a modernized approach achieving sales success by intelligently creating value for customers. ... Read Post

One of the prime components of our Network Selling model is “Win-Win.” What does this mean, and why is it so important when it comes to a sustainable series of sales relationships? Unbalanced Since the beginning of time, sales has had a tendency to be overbalanced on one side or the other—on the side of ... Read Post

More Profit, Less Time: Sales Enablement Strategy is Your Ticket to Successful Sales It’s an intense time to be in sales these days. Time and energy used to get channeled into staying ahead of the market. But now, sales professionals are funneling that time into merely keeping up with it. This requires sales reps to ... Read Post

Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.” It’s time to stop the pity party and conduct a reality ... Read Post