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I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics be taught, and you’ll find ... Read Post
What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, that last question is one ... Read Post
Every year companies spend thousands on sales training. But it fails to address a key factor: the ability to deal with sales rejection. Read Post
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
