On what she loves about SalesPOP! and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Janice Mars is a top contributor on SalesPOP! and truly enjoys it. “Your audience is very similar to mine ... Read Post

A simple blueprint for handoffs defines roles/responsibilities and strengthens sales hiring partnerships In hiring front-line sellers, organizations may flounder and fail when sales hiring practices are left up to a single department. Sales managers frequently take short cuts. Recruiters and HR business partners often miss the mark because it’s challenging for them to assess selling ... Read Post

1. “Mine’s Better” In technology sales, salespeople are often trained to focus on their product’s or service’s “bells and whistles” (features). This is done in an effort to convince potential buyers that their offering beats their competitor’s. The focus is put onto the technical (often slight) differences and advantages of their technology, instead of its ... Read Post

What is sustainable value? Stated simply, it is “value that keeps on giving.” For the customer it is that quality of a product, service or company that always delivers, that is always there. For the seller, it is an opportunity or an account that pays for itself over and over. Sustainable value should be the ... Read Post

Because I was raised by a salesman, you could certainly say that selling runs in my blood. I sold many different things between school clubs, boy scouts and sports teams. These included toothbrushes, light bulbs, doughnuts, fertilizer, and first aid kits for card—and I sold all these items door-to-door. Upon graduating the University of Maryland ... Read Post

The words combative and hyper-competitive often describe athletic coaches. An accolade usually follows: “they get results!” No doubt. But it’s worth questioning whether those results are ones you want. “Rutgers coach Mike Rice’s fiery style has been on public display before . . .” Mike Rice was the University’s basketball coach until 2013, when ESPN ... Read Post

There are 4 phases to sales management evolution: 1) Chaos – no management 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. 3) Strong management – consistent, fair, appropriate standards ... Read Post

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. Moreover, you must be honest with yourself and your executive team because in today’s competitive marketplace and uncertain economy, it is difficult to manage sales structures, products, policies, and sales staff while keeping executive ... Read Post