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In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. Changing People Have you ever really tried to change someone? Did you succeed? A “no” answer to that second one would put you ...

In our last blog in this series, we talked about the fact that very often the first pain point of being a sales manager is the sales manager themselves. Specifically, the way they are interpreting data and putting it into effect, and the way they are managing others. All of these which they can learn about ...

Sounds like a funny thing to say, doesn’t it? But it’s true. Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. How did I arrive at that conclusion? The Big Sales Manager Complaint The first and ...

As a seasoned entrepreneur of over 30 years, I’ve had my ups and downs – especially when it comes to sales and income. I’ve been successful at closing, but as the talent of my sole proprietorship, resented and avoided prospecting. As a result, my sales graph would look very much like the cardiogram of a ...

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. ...

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 ...

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 ...

Every organization has the goal to grow; this usually translates into generating more top line revenue every year. The fact is, however, that many employees don’t relate directly to revenue growth. They “look down“. They are solely focused on their immediate job; what they are responsible for and driven to do as defined by their ...

If you are killing time at work by reading this article I’ll have you know that you are about to acquire some profound knowledge about your very workplace. But first, let’s play a little game together. Look around your office. What do you see? That mix of talented individuals buzzing through your offices might be ...