It’s a waste of a valuable month cleaning your office. Why spend August that way? Instead take that time grabbing new business opportunities while your competition is out playing miniature golf! A majority of business owners and sales reps are under the assumption that making calls in August is a pointless exercise–decision makers are on ... Read Post

Welcome to Sales Training Month at SalesPOP! For all of August, our expert contributors will be focusing on the vital subject of Sales Training.  Why is it that the average sales training program only runs one to three days? Is it due to time constraints or budget allocation? Is it so management can confidently state, ... Read Post

Welcome to Sales Training Month at SalesPOP! For all of August, our expert contributors will be focusing on the vital subject of Sales Training. Read Post

The four elements–water, fire, earth and air–are reflected everywhere: in landscaping, architecture, design, martial arts and in many different philosophies. In my new blog series, we’re going to have a look at how they are reflected in sales. Let’s begin with the first element–water. It could be said that everything begins in water. According to ... Read Post

Even as sales people, I am sure I stand correct in assuming that a lot of us have found ourselves on the opposite end of a sales pitch and couldn’t wait for it to be over with. Then you sit back and ask yourself: “I wonder how many prospects viewed me the same way?” A ... Read Post

It used to be that a buyer was guided through a purchase decision, start to finish, by a salesperson. But a recent study by Corporate Executive Board, conducted on more than 1,400 B2B customers, discovered that, on average, B2B buyers make nearly 60 percent of a purchase decision–including pricing, solution research, establishing requirements, benchmarking and ... Read Post

My third year of sales, I once again had a new job. This one was more exciting than the previous two as I was finally working for a credible company. I was ready to try my hand at selling to Fortune 500 and 100 companies. The goal was finally to be able to say; “My ... Read Post

No Internet marketer wants to make important decisions by guessing, but in effect this is exactly what many of them do — without even knowing it. Although they’re not throwing a dart at a board or randomly picking a number, they’re making important decisions about their lead generation websites and campaigns without all the information ... Read Post