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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
During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below. They are not listed in any order of ... Read Post
“To know oneself is to study oneself in action with another person” – Bruce Lee I had a very interesting conversation the other day with a former colleague of mine, Bruce Wedderburn (who will be featured in an upcoming expert interview), and the concept of self responsibility in sales came up. And as I reflected ... Read Post
