Technology has drastically changed the landscape of sales. Door to door selling is almost non-existent. Buyers are more educated on products than ever before. Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to ... Read Post

Julie Hansen is July’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Hansen leads the sales industry in presentations, helping salespeople to create and deliver the perfect sales presentation. She founded Performance Sales and Training, an organization that helps ... Read Post

Sales coaching is a perennially difficult subject. Everyone agrees that it’s essential, and yet it’s not always implemented or done effectively. This article explores ways to improve sales coaching and provides actionable insights to jumpstart the creation of the coaching process. Defining Sales Coaching: The sales manager is a pivotal job if you want to ... Read Post

Technology and sales enablement has become really important aspects of today’s sales environment, but there is danger lurking in trying to automate areas that should be left to humans. Technology Does Not Replace Humans Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc. Some companies ... Read Post

One of the biggest issues in any sales organization is the lack of congruency between what the overall sales strategy says and what salespeople do every day. Indeed the same issue is similarly at play between the sales plan and the plan for the entire organization. The strategy says one thing and not only do ... Read Post

What Selling Behaviors Would Change if You Worked Straight Commission? When I started my sales career, I was a commission only salesperson. I wouldn’t classify this as a gentle transition into the selling world, but it definitely made me work. Not having a base salary is a really great way to learn and develop positive ... Read Post

We are officially halfway through 2018, and it’s a great time to be in sales. This sales article provides actionable insights to help you understand the current climate of the business world, and leverage tools and skills to make this the best year yet. Technology Changes: The sales world has been inundated with a surplus ... Read Post

In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only ... Read Post