Blog
The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Do Products Sell Themselves?
We received this email from a customer the other day. It reflects a lot of the chasm between what business owners think and what salespeople know. Virtually no product sells...
The “Is-Ought Problem” and Why You Aren’t Closing Business
Enlightenment philosopher David Hume is most famous for the “is-ought" problem. Also called Hume’s Law. Hume's Law is specifically related to the concepts of morals and ethics. ...
Why Ineffective Sales Management Is So Costly
Quite often, small companies don’t have the resources to hire the caliber of sales manager they really need, so instead they either designate one of their senior…
10 Words not to use in marketing and sales
PR Guru Adam Schiff studied hundreds of thousands of websites with the purpose of discovering their unique value proposition. His conclusion was that buzzwords do not improve...
Stop Sitting on Leads—Speed Matters
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random...
Bad Emails – Installment 1
We are adding "bad emails" to our popular bad voicemails series. Here's a "compelling" email we received recently.
Stop Selling like it is 1985
Sales management needs to develop new strategies, techniques, and training to bring the organization's sales and marketing system into the 21st century. Many firms and...
Typical Sales Management
It's easy to laugh at a cartoon like this one, but we all have fallen victim to manage like this. The "more, more, more" plan destroys morale more than any increase in sales can...
Fix Underperforming Sales Teams
The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of...
Improving Speed to Trust
Most would agree that a prospect who knows, likes, and trusts you is more likely to purchase. However, trust-building can be slow and gum-up your sales cycle. What if there was a...
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