Search

Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspect of sales ...

Host John Golden sits down with Craig Lowder to discuss the 8 components of the sales strategy as outlined in his book Smooth Selling Forever: Charting Your Company’s Course for Predictable and Sustainable Sales Growth. Craig, the founding member of the Main Spring Sales Group, is a seasoned business veteran with more than 30 years ...

John Golden talks to Spencer Marona about value quotient ” Axiogenics, linking thinking to performance. Spencer explains the difference between VQ “value judgment intelligence quotient” versus IQ “intelligence quotient” versus EQ “emotional intelligence”. How important that really is for leaders. Emotional intelligence in regards to being able to handle yourself when employees’ conflicts arise, being ...

Deb Calvert tells a highly entertaining and educational True Sales Tale about never assuming you know your prospect’s objections. You have to ask the right discover questions to flush out those objections–all of them. It’s only when you do that you can skillfully turn them to your advantage–just as Deb was finally able to do.

Marge Beiler tells a True Sales Tale about the importance of laying ground rules in a sales negotiation. On the seller’s side, they don’t make promises they’re not going to keep, and make deadlines according to schedule. This also goes for the buyer. One of the most important rules, though, is “let yes mean yes.” ...