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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. ...

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. ...

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 ...

To exceed your business expectations aim to bring more and greater value to your clients, do not hold anything back. This is the simplest and most effective way of truly building a solid relationship. Some strategies to create more valuable and long term relationship with clients: Really understand their needs, you got to think like ...

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 ...

As leaders, we’re constantly looking for how to improve sales. Our natural tendency is to find things that are not working and make them better. Specifically related to salespeople, our focus could be drawn to weaknesses, like prospecting or closing. This can lead us to send our teams to training that address these areas. Here’s ...

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 ...

Your physical mannerisms have a lot to do with how people “see” you and what kind of perception they have about your trustworthiness. Even without speaking – your gestures make a difference in how you are perceived by others. Here’s a list of 4 gestures that can help you to appear trustworthy… without you saying ...