Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires business development professionals to manage more accounts, build stronger relationships, sell to multiple buyers, and be much more creative when selling. Therefore it becomes much more difficult than it used to be to sell…
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Lets
Whenever I go anywhere — a lunch, a networking event, a fundraiser people are constantly giving me business cards, sometimes often before they say ”hello”. We put so much emphasis on these 2-by- 3 cards and for what? Do you think it’s going to sell for you? Have you experienced the people who hand out so
5 Things every CEO Needs to know Today CEO’s are in a quagmire. They are finding themselves running their business’s, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you
Is Social Media Killing Our Sales Skills? Recently, I spoke to an organization that spent an ungodly amount of time, energy and money on Social Media to create Lead Generation. So my question was, “Now what?” they said, “What do you mean?” I said “Okay, so you got a whole bunch of people calling you
Are Hiring Millennial’s in Sales the Right Move? “I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” said Matt, the sales director of a ___ Business. “I hired a few of them and they just aren’t engaged, they just seem board.”
The 7 Critical Elements to Sales Success Selling is one of those things that most CEOs think if they hire their team with a good resume of experience, poof…they can sell. How’s that workin’ for ya? That has been a badly failing method for as long as I have been in sales so lets
“I feel like nothing is working. Whatever I do, it doesn’t seem to matter. I thought the economy was getting better but no one is going to buy right now,” Connie said in frustration about her recent sales numbers. “I really think that, once the economy truly turns around and people are feeling more confident,
If there were one thing I could emphasize to C-level executives is that starting with the right people, the best people, is the key to everything. Yes there are lots of other important factors, if there wasn’t, I wouldn’t have contents for the book, but I often get asked to “train-up my
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Tony, a prospect who introduced himself by saying: “I’ve heard great things about your engineering
