“Does behavioral science explain why Donald Trump is so popular?” This is one of the questions that was recently posed to me when I was a guest on a radio show. As a behavioral strategist who specializes in helping sales people utilize behavioral science to sell more, I have often been struck by how much ... Read Post

Few people understand the true function of sales lead management. Sales lead management is many things to many people and departments, but for most of them it is a tool, a process, and a sales activity function. However, not all of these people know it is revenue management. Do it well and reap triple the ... Read Post

I will be the first one to say that social selling can be an overused expression. It is unfortunate that many see social selling as something unique or distinctly different than traditional or historical sales methods. In one particular instance, it is describing what is fundamentally something we have been doing all along – seeking ... Read Post

It’s no longer just the sales teams who are responsible for “sales.” Today – every person who interacts with customers is a part of the sales team and is in part, responsible for sales results. Here are three tips for managers and executives to help the entire company become “sales centric:” Focus: As the leader ... Read Post

Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make ... Read Post

The story goes like this…elite golfer Gary Player was at the height of his playing prowess and pulled off another brilliant shot in what was an extremely impressive round of gold even by his standards. A sports reporter suggests to the golfer how lucky that shot was, to which Gary Player replied …”funny you should ... Read Post

A sales manager faces many daily frustrations in sorting through and figuring out all the risks that must be estimated, taken and not taken. A large part of the reason for this frustration is that a sales team is made up all kinds of divergent elements. You have everything from sales superstars to mediocre salespeople, ... Read Post

I’ve recently become aware that there is an insidious virus running rampant through businesses. Perhaps even your company is infected with it. Read the following scenario and see if it sounds like your place of business. It’s Monday morning and you’re having your regular “get the week off to a good start” sales meeting. You and your ... Read Post