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It’s certainly no surprise that the landscape of sales is changing dramatically. Neil Rackham of SPIN selling talks about the new landscape for sales and the outlook is not pretty. Transactional business is quickly being squeezed through the hiring of low cost offshore groups, as well as technology and artificial intelligence (AI) solutions. It should ... Read Post
Unfortunately, there are salespeople out there who knowingly oversell or underdeliver. Is sales ethics part of your sales team’s DNA? Read Post
In addition to being a top contributor to SalesPOP!, Andy Rudin has been writing about sales and selling for over ten years. For him, writing is actually an educational experience. “I write so that I can learn,” Andy explains. “For me, finding an edgy or innovative biz-dev idea is like finding a diamond in the ... Read Post
There was a headline I saw that very much interested me. Okay, admittedly, it actually excited me. It read, “How to handle gatekeepers and reach decision-makers.” This, I thought, is an online article that would be great to share with my B2B sales team. It contained tips on dealing with personal assistants, receptionists, and others ... Read Post
Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company. Moreover, it is far less complex ... Read Post
It almost goes without saying that salespeople should have integrity and come from a place of truth, but why is it that we always have to spell that out? “He is a salesperson, but you can trust him” is something that I hear way too often and I always wonder why. I get it, of ... Read Post
In a world of increasing scandal, with institutions playing fast and loose with the truth and people slapping “fake news” labels on content with increasing frequency, success must come from telling the truth. Always. Every day it seems like there are new headlines describing how a company or institution has used technology in a nefarious ... Read Post
Sales business is tough and most agents would do anything to win over a customer, despite the widely-accepted International Code of Ethics for Sales and Marketing. In the abundance of brands, products, and services, it’s easy to cross the line and exercise manipulation practices to improve your sales results. But is there a way to ... Read Post
