The most common question I think I get hands down is “Greta, where do I find a good sales manager, or who on our team do you think would be a good manager?” Most of the time, they take their best salesperson and promote him or they take somebody who has been in the field
A mid-size advertising and marketing firm were looking to expand. It truly needed an account executive to go out and call on organizations in the area to try to develop business for the firm. Denise was in charge of interviewing for the new account executive. She went the usual route and put out some ads
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
I recently had a birthday (certainly I ‘m not admitting which one…). I reflected a bit about my personal and business life. Being a trainer, I’m amazed that as much as the world of business has changed, business-development professionals are still making some of the same mistakes. Searching for customers is different. Networking is
Being a leader is different from what most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all, she has been in sales for almost eight years and has always been at the top of the leader board. She knows she will
You have a salesperson that everyone loves! The clients, the prospects even your staff. Great right? Well yes except for the fact that they can’t actually close business. How can this be? Often times, sales people are in sales because someone along the way told them, “you’re such a ‘people-person’ you should be in
Sales candidates are exceedingly hard to find. Even the best salespeople are finding a needle in a hay stack, aren’t they? No but it seems we believe so. I am currently working with a well-established organization and the following questions arose – as they do fairly regularly: How can I avoid making expensive hiring mistakes?
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
