Wouldn’t it be great to have a crystal ball that would tell you what your sales totals will be each month, quarter and year? Managing the business would be so much easier anticipating cash flow and profits. The problem is sales forecasts are usually less reliable than predicting the weather. Mark Denning, CPA and Author ... Read Post

All that helps today is that we have a better idea, and the better idea is a fight against the bad idea. The weapons that we have are not armored. We have no hymns, we have no flags, we have no rifles. The only thing we have is our idea, and we bring that idea ... Read Post

There has been so much published about “closing the sale.” Specifically, about WHEN to close the sale. I don’t even use that term anymore because its name alone gives the wrong impression about how it’s done! “Close” gives the impression that it’s conducted at the end of the sales process. When really, closing the sale ... Read Post

As a sales leader, you live and die by your results. No doubt, you experience intense frustration when members of your team don’t seem to get it. Equally frustrating are the salespeople that are so focused on their numbers they turn customers and prospects off. What is the key to building a team that is ... Read Post

Sales Managers must not only focus on recruiting, training, coaching and exceeding sales quota but stimulating their sales teams as well. I have written often on the mental side of sales management and need for the leader to emotionally motivate their teams to believe in themselves, their product/service and organization. Using sales contests or what ... Read Post

Trade has many benefits—to economies, to families, to individuals. It provides jobs, it provides incomes, it provides life to a culture and society. I think we can all agree that trade is a highly beneficial activity. But it has a far more significant role than you might at first think. Keeping Peace It’s not just ... Read Post

It seems like everyone is looking for a one-size-fits-all strategy for outbound. And unfortunately there are plenty of sales experts encouraging this idea by claiming that they have ‘the magic formula.’ With multiple variables like a prospect’s vertical, state of the market, target buyer personas, etc. a company must consider many factors before selecting which ... Read Post

It’s not one thing. There’s no Hail Mary pass or silver bullet that will vault you from an average salesperson into a mind blowing success with results that stagger the imagination. But these 20 things worked for me. And they will work for you if you give them an honest try. Take a long term ... Read Post