In my sales management career, I would bet that I’ve seen about 5,000 resumes for sales people. Yet, I still haven’t seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? […]
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn’t need to be this way.
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
If you don’t have a destination, how will you know if you’ve arrived? A great question for salespeople!
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
There are a million excuses why your sales people can’t sell today. Here’s an entire calendar of funny (yet, not so funny) sales roadblocks.
You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.