Sales POP - Purveyors of Propserity
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Ten Steps to Better Concentration

Ten Steps to Better Concentration

Sales Professionals / Feb 29, 2016 / Dan McDade

Everybody’s Talking at Me, I Don’t Hear a Word They’re Saying – Ten Steps to Better Concentration Harry Nilsson’s classic, “Everybody’s Talkin” was released in 1968. That same year I started work at Valley View Farms Country Store and Produce Market in Cockeysville, MD (you can’t make this stuff up). On Saturdays, I worked at ... Read Post

It’s Really About Much More than Closing the Deal

It’s Really About Much More than Closing the Deal

Sales Management / Feb 26, 2016 / Dave Stein

We all know that the business world changed permanently as a result of the recession that began in 2008. We’re all familiar with the enhanced power of purchasing, emboldened strategic procurement practices, and very deliberate attempts to squeeze most, if not all, of the profit from suppliers who compete fiercely and are often desperate. We ... Read Post

Navigating Today’s Sales Complexity

Navigating Today’s Sales Complexity

Sales Management / Feb 24, 2016 / Nikolaus Kimla

If one flat statement could be made about today’s sales environment, “It is really complex” would certainly serve. Going back in time, there were 2 basic sales jobs—a salesperson and a sales manager. Today we have field sales, inside sales, SDR sales, vertical sales, horizontal sales, and more. Sales has become a complex team sport ... Read Post

Seventeen Things to Do Before Engaging a Prospect

Seventeen Things to Do Before Engaging a Prospect

Sales Management / Feb 19, 2016 / Andrew Jenkins

They say that people buy from people they like and people like people who know them. More and more B2B salespeople must become trusted advisors rather than transactional order takers. A lot is written about the customer journey and influenced them over the course of that journey with content designed to inform and influence their ... Read Post

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