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I am pretty sure I came out of the womb a salesman. Selling has been my passion all my life and it has provided not only financial freedom and security, but incredible relationships with people I otherwise may have never met. I’ve always been successful at sales and have invested a lot of time and ...

This is certainly the era of Big Data — so much so that storage device capacities constantly expand. We’re now up to multiple terabytes with no end in sight. But just because all of that data is available, and we now have ways to store it, does that mean we should access and try to ...

New buyers in contemporary markets are more empowered than buyers in the past. And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information ...

For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. ...

Secrets of Persuasive Behavior Part 1 Persuasion is a word that is very often misunderstood. People associate persuasion with high pressure sales or manipulation. When I talk about persuasion here – I’m talking about assisting your clients in doing what’s in their own best interest. The ability to persuade your clients is critical in any ...

Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 percent of sales professionals actually meet the quota. Process ...

For our final 2 blogs in this series on sales management pain points, I want to discuss what is a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a ...

With today’s technology we can get in contact with a great deal of potential customers online. But the one problem most businesses experience is the conversion of the actual customers. And this is because they fail at engaging with them. In the past businesses could sound a sales pitch through radio and simply wait for the ...