Just ask any old timer: In days gone by, things were a lot more stable. A salesperson, for example, knew who to call on at XYZ company to make a pitch. And he could return to that company, and that person, to follow the sale through to a close. Today’s sales universe is a far ... Read Post

Every player does not give 110% every day, it’s the coach’s job to increase their intensity and the effort they give This quote came from Butch Jones, head coach at the University of TN. Are you an emotional sales manager or a Sales Leader that creates the right emotion on your team? This is part ... Read Post

Sounds like a funny thing to say, doesn’t it? But it’s true. Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. How did I arrive at that conclusion? The Big Sales Manager Complaint The first and ... Read Post

Your clients today need INSIGHTS. They need help navigating all the new platforms and marketing tools, and as their consultant it’s your job to help them. If you think your role is just to “sell” them something but not to consult – you’re missing a great opportunity to grow trust, credibility and rapport by HELPING ... Read Post

As a seasoned entrepreneur of over 30 years, I’ve had my ups and downs – especially when it comes to sales and income. I’ve been successful at closing, but as the talent of my sole proprietorship, resented and avoided prospecting. As a result, my sales graph would look very much like the cardiogram of a ... Read Post

This is the beginning of a new blog series on the subject of sales management, its primary pain points, and how each of these is best addressed. There are literally hundreds of pain points that plague a sales manager. If we were going to take them all up, this blog series would be rather endless. ... Read Post

The amount of consumer’ attention your business can get goes a long way to determine its sales success or failure. Everyday consumer life is filled with endless sales messages from marketers and salespeople. Traditional salespeople have done the rest of us great harm by embracing a self-centered and interruptive approach to selling products and services. ... Read Post

Selling is a very dynamic process, probably the most dynamic in any organization. It has so many moving parts, so many variables that it often becomes frenetic, chaotic, and reactionary. It doesn’t have to be that way. The key to success (in pretty much any endeavor) is being able to clearly identify the goal, define ... Read Post