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Business Journal Column

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The Proof! You Believe The Competition Is Better

If your company is the best, why do you want the competitors’ people?

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A request from all prospects to salespeople

A letter that every prospect wants to write to salespeople.

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This epidemic is clogging sales pipelines everywhere

Sales pipelines everywhere have come to a screeching halt as decision-makers fall to this syndrome at record levels. It’s very difficult to identify those who have contracted it. They are very receptive during interactions with salespeople and give the appearance that a deal is imminent, but nothing ever happens.

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The salesperson’s kryptonite: The RFP

Superman has no choice but to fight kryptonite to survive. Unlike Superman, salespeople have options.

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Hiring the right vice president of sales

There are few more critical CEO decisions than who will lead the sales organization. A revolving door in that role means targets are not being met. There are four ingredients in the vice president of sales success recipe that should be carefully evaluated in candidates.

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Measuring sales success: How you could be promoted and fired on the same day

Revenue isn’t a metric. It’s a result of the right metrics being delivered upon at the right frequency by the sales team. You can’t do anything about revenue, but there are lots of ways to impact the activities and behaviors that lead to revenue generation. Here are four criteria to use when selecting metrics to include in your sales metric management system.

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How mature is your sales organization?

When executives describe their sales organizations, they often use expressions like “sales department,” “sales team,” and “sales force.” Those three expressions are used as synonyms when, in reality, they serve as phases of the sales organization maturation process.

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How to move a salesperson into management – without crashing the business

Sales is one of the few professions where moving into management isn’t always the best path for the employee or the company. Here’s how to make sure the person you put in this critical role is the right sales manager for the business.

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How to get sales compensation right

Creating bonuses and contests based on what you want salespeople doing are great ways to get their attention.

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12 excuses for why you aren’t selling

There are millions of excuses why your salespeople say they can’t sell today. Here’s an entire calendar of funny yet inexcusable sales roadblocks.

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How salespeople WANT to be managed vs. how they SHOULD be managed

The first step toward treating your salespeople as real business operators is to ask them to prepare a sales business plan that shows how they will make their business successful. Here’s how to do it.

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The 4 key attributes of every successful salesperson

When it comes to hiring sales professionals, executives want the right ingredients for a perfect rainmaker recipe. Regardless of experience or industry, here are the four key attributes that every top salesperson possesses.

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Why arguing that your company is best is a turnoff

No salesperson has ever said to a prospect, “Our service is pretty good. Our technology is so-so. Our quality is OK. “Every one of them says they are the best. They argue from the position of “best“ as their strategy to engage prospects, but that backfires — sometimes without them knowing it. Instead of attracting, prospects are repelled. Here’s how to fix that.

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Hiring your first salesperson: 4 reasons to seek an apprentice

What kind of person should a business owner hire when it’s time to add a full-time salesperson? Lee Salz’s answer might surprise you.

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Is promoting salespeople to managers an executive mistake?

The issue isn’t giving a salesperson the nod to be the sales manager. It’s that business owners and executives often perceive this move as a “promotion.” The sales manager role isn’t just an elevation in responsibility, it’s a job change.