A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. In all likelihood this opportunity had a high profile within the company and ...
We tend to think of creativity and productivity as being at odds with one another. After all, one is rigid, metrics-based, and concrete, while the other is abstract, organic, unpredictable, and—with the wrong space—very elusive. However, the truth is, creativity and productivity are incredibly intertwined, and our exterior surroundings can do a lot to nudge ...
These are at best challenging economic times! When I think about the pace of change, demanding customers and increasing competition, I think sometimes it is easier to find Waldo than it is to find new business. Add to that the expanding regulations and threat of changes (up or down) with interest rates, it can be ...
Most everyone has heard the expression that patience is a virtue. Through the years when someone asks me to describe the major difference between A Players (superior) and B/C Players (average) salespeople in one word, my response: Patience. Mistakes sellers make stem from their impatience Once goals or problems are shared, many sellers immediately try to rescue ...
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 ...
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 ...
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 ...
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 ...
