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Articles

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Are You About to Lose Your Largest Client?

  For the last five years, a hardware supplier sold screws to a national home building company. Whenever the home builder ordered screws, the supplier delivered them accurately and on-time. If the home builder wanted Philips screws, the supplier delivered them. If they wanted flathead screws, the supplier had those, too. The supplier had screws […]

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Customer Service is NOT Account Management

  Executives and salespeople often use the expressions “customer service” and “account management” synonymously, but with little context. They rarely give thought to the differences between these two important functions. Yes, customer service and account management are functions, not people. While you may have customer service and account management teams, there are roles others play […]

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Why I Bought Low Price and So Should You

  A few years ago, a massive storm came through the neighborhood where I live. It hit during the middle of the afternoon and turned day into night. Winds blew at speeds I had never experienced before. These were straight-line winds with speeds in excess of 80 mph which, had they been funneled, would have […]

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Are Salespeople About to Become Extinct?

There’s been much talk about the future of the sales profession. Yet, there are steps salespeople can (and should) take right now, not just to survive, but to thrive!

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Your Sales Team – Wise Investment or Money Pit?

One of the most significant investment companies make is in their sales teams. From adding headcount, to onboarding salespeople, to paying commissions; the sales team should be managed as exactly that…an investment.

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Are You Setting Up Your New Hire Sales People For FAILURE?

If you HIRE sales people, you may be creating unnecessary risk for the company.

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How Sales People WANT To Be Managed…And How They SHOULD Be Managed

Sales people often say they want to be managed as if they were operating their own business. And, that’s exactly how they should be managed. Yet, there is a disconnect between how sales people perceive running a business works…and real-life. A sales business plan can help bridge this gap.

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If Price Really Matters

Price has always been a main reason that keeps sales people from selling. At least, that’s what sales people say. Here is some humorous evidence to the contrary.

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Promote My Top Salesperson to Sales Manager – The Executive Dilemma

Before promoting your top salesperson into sales management, make sure you’re making the right move for your company and the salesperson.

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LinkedIn Is a Waste Of a Salesperson’s Time!

There are many misconceptions about LinkedIn. It’s not just for job searches or networking. It is a unique lead generation platform.

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The Two Most Powerful Words That Will Make You Sell More

Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level.

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Building Your Sales Metric Management System In 4 Easy Steps

Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

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The Power of A Needs Analysis Strategy When Recruiting Sales Candidates

Your needs analysis strategy is your key to successfully recruiting the right sales people.

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Are Your Sales People Missing A Key Success Ingredient

The sales process you’ve defined to grow your business may be the very thing that is keeping your sales team from succeeding.

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Beware of Hiring Your Competitor’s Sales People

Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.