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Back in 2014 as part of an article on the evolution of the salesperson, I argued that salespeople had to develop micro-marketing skills. “In order to leverage the wonderful interconnectedness that social media and professional networks provide, salespeople need to get heard above the noise. Salesperson 2.0 has added marketing skills to their arsenal to ...

COVID-19…….so much has changed. And we’re all evolving our strategies as we head towards that worn-out term – the New Normal. The challenge for all selling organizations is to examine the durability and viability of their business models to make adjustments and often major overhauls. But wait. Before you virtually assemble your management teams on ...

My view has always been that every person should be in the job-hunting game even though they may be happy in their current position. You never know when your current happy state will change and you find yourself looking for another opportunity. It may be in sales or it may not, it really doesn’t matter. ...

Greed Has Damaged Our World—We Need New Sales Ethics We can easily see, and it is shown by the Austrian School of Economics, that trade (and therefore sales) has a peacekeeping component. If two parties, or two countries, are engaged in trade, it’s impossible to engage in conflict or war. If we’re going to proceed ...

Every successful business serves multiple clients at once. However, multitasking is dangerous if it means compromising engagement and working with disorganized files. It takes a lot of strategizing to give each client the attention they deserve. That includes staying organized. Client information sheets are the key to managing multiple clients. They keep you on top ...

Rising to the Challenge Being a successful entrepreneur means always rising to the challenge. Pretty much anyone can just start a business, but if they don’t rise to the challenge of leadership and do certain things to grow as individuals, they will never find success in their entrepreneurial ventures. One of the ways to overcome ...

With the latest tools available in the market, one can measure almost everything. Right from the number of your reps using CRM and cohort retention rate to the sales velocity and average time required to hire a new team member, there is an endless list of metrics, reports, and data points to track. Examining all ...

As the country starts to open up again, sales teams around the country are tentatively reaching out to customers to test their receptiveness. The art of selling products/services involves building a connection with potential buyers. Whether it’s a salesperson on a shopping floor or sales executive on the brink of making a deal of a ...