You may have heard of the mushroom syndrome. It’s where you’re basically kept in the dark and fed — well, let’s just say — fertilizer. The mushroom syndrome as it applies to management is often called “mushroom management.” Unfortunately, it is more common than we’d like to believe– and can be disastrous A fantastic example ... Read Post

Daniel Newman explores new ways to demonstrate the ROI of Marketing efforts. In Marketing, the job starts and ends with the goal of creating customers. However, in a world gone social where mobile, big data, and 24×7 availability of technology rule the roost, brands need a new method for measuring their marketing return on investment ... Read Post

“. . . There are known knowns; there are things we know we know. We also know there are known unknowns; that is to say, we know there are some things we do not know. But there are also unknown unknowns—the ones we don’t know we don’t know.”—Donald Rumsfeld Rummy sure has a way with ... Read Post

The Sales Manager is the most important position in a sales force.  They are the connective tissue between the strategy and tactics to execute that strategy. Sales management coaching and development is critical to your ability to make the number. Do you have a Sales Management Development Program? Do you ignore developing them and coaching ... Read Post

Every time I turn around, there are potentially awkward situations for small talk. Get-togethers, cocktail hours, new coworkers at lunch, etc. — the small talk opportunities are everywhere. If you find yourself less than excited about these encounters, here are a few tips to help: 1. Make the first move — Hand out, smile on, ... Read Post

I had the good fortune to be a guest on a recent #SalesEU Twitter Chat and Hangout On Air hosted by Martha Neumeister and Richard Young in which we discussed the topic of sales hacking. The conversation spanned social selling, tools, and methods (i.e. hacks) for salespeople to accomplish more with less. What sparked the ... Read Post

You can poll virtually any salesperson, especially one who has worked in B2B sales. If you ask them about CRM, you’ll get an almost unanimous response: “It sucks!” Why is that? A Walk In Their Shoes Put yourself in a salesperson’s shoes. You have a traits and skills that many others don’t have. You can ... Read Post

Using Social Profiles as a Branding Opportunity Editor’s Note: Today we are posting Chapter 3 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers — particularly ... Read Post