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Editor’s Note: Today we are posting Chapter 1 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 Sales Managers who effectively manage salespeople in ...

1. DON’T CONFUSE PRODUCT TRAINING WITH SALES TRAINING One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs. The customer appreciates the product knowledge, but is dismayed by the ...

Note To All Salespeople: If you plan to call me, you should know that there are 3 reasons I won’t take your call. I am a senior executive in my company, and you should do everything in your power to understand what matters to me if you want to do business with me.  However, if ...

There’s an old saying: Here are four common assumptions that CEOs make, and how you can avoid them. Having been in the CEO role a half dozen times, I have made a wide variety of foibles, blunders, misguided assumptions, and bonehead choices. Most of the great CEOs I have the privilege to know and work ...

I’m happy to answer this question, but one thing to ask yourself first is “do you really want more clients or do you want more income?” The two are not the same. If you want more income, I’d advise finding bigger clients, not a larger volume of clients. It much easier to make money with ...

Keeping the number of Stages in the Sales Process to a minimum is usually the way to go.  The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Example 1: ...

I deliver a lot of presentations and workshops related to social media and social selling. Usually, I begin by surveying the audience with a number of questions, such as a show of hands from those who have profiles on LinkedIn, Facebook, and Twitter, as well as some of the younger platforms, like Instagram. Most of ...

In 2014, a social business is a sustainable business. But what does that mean exactly? Historically a social business was one that aimed to make the world a better place and while today’s definition of a social business does not exclude that end result, the focus is more on culture and communication style. Companies that ...