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I would consider myself to be a traditional salesperson. I started my B2B sales career in 1977 and that was selling $500 calculators door-to-door in the Los Angeles area. I was fortunate enough to have signed on with a national company who had a very strong reputation for sales and product training. I learned every ...

We gathered some important new information from recent studies and reports about CRM present and future, CRM ROI, and the resurgence of emotional marketing, We’ve summarized it here, so you can easily see “just the facts” as in the old series, Dragnet. We think good ol’ Sergeant Friday would be proud of us! Gartner Reports ...

Is managing a sales team today any different from managing one before the social media era?  In some ways, no, and in some ways, yes. Despite the fact that great “social selling” is really just great selling empowered by the reach and direct engagement that social media platforms promise, there are some important ways in ...

CRM solutions can be tremendous sales tools, but the old rules about customer relationships still apply – and still contribute to successful sales. Although I survived – and often thrived – as a salesperson before I started using CRM software, I can’t imagine going back to a bulging Rolodex and file folders and paper scheduler. ...

Growing up, I always thought of being a scientist/engineer. I learned that math, physics, science are based on certain underlying principles. 2+2 always equals 4, the fundamental laws of physics, thermodynamics, and so forth always apply. The basic principles remain the same. Research has caused us to learn more about the principles, our understanding of ...

That Will Make You Rethink Your Business What do you really know about your prospects and customers? If you’ve done your homework—and many certainly have—you have a good idea of what motivates their buying decisions about your product or service. You have a general idea of what business issues it solves. You know what features ...

Advancements in cloud, social and mobile technology have changed the way people buy, and, therefore the way salespeople sell.  This change is like Superman being relocated to a new planet where his powers are no longer valid but he has other latent powers he hasn’t yet discovered. The same goes for sales in this marketplace. ...

The pressure for sales professionals is on. It mounts as the quarters or years go by and the reward once you hit your number is another number.  So just as you take a breath after winning that last-minute deal to make your year, just know, it is coming at you once again. In a fast-paced ...