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

What Marketers Need to Know About Sales and Vice-Versa When you have both your sales and marketing teams working together, you will know about it! Unfortunately, this is not always the case. More often than not, sales teams and marketing teams ignore one another and do not appreciate the value which each bring to the ... Read Post

Over the past three decades I have studied dozens and dozens of SMB companies where the selling was not smooth. Patterns began to emerge as to why sales were not growing as expected. The number four reason on my “Top Twelve Reasons Why Sales are not Growing as Expected” list is: No weekly scheduled sales ... Read Post

Information hits sales managers from all sides on the subject of creating high-performance sales teams. Provide constant feedback, hire the right people, incentive programs, create compensation plans that drive behavior…the list goes on and on. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. ... Read Post