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.
Sales Activity Coaching Yields Big Results
Watch the video below to see how activity coaching is different from sales training.
Is the need for more leads a “salesperson addiction?”
Never in the history of business has a salesperson said, “please give me fewer leads.” They must teach a class at salesperson school that every lead is a good lead and you always...
250 expensive leads purchased, zero sales
I met a sales turnaround expert who told me an interesting story. A medical device company raised $120M and, after six years, reported zero dollars in sales. Some of that $120M...
The Dangers of Un-Advertising?
With a daughter in college, I found myself surfing something entitled “Worst College Degrees” for earning potential.
Why Small Businesses Remain Small: The Role of Initiatives
Even though small businesses aspire to grow, many remain modest in size despite these ambitions. While numerous factors contribute to a company's size, one key reason small...
Sales Manager Checklist – Basic Sales Process
Guest post by Bill Schoeffler We have had many requests for a sales management checklist. The sectioned list below should help you touch all the bases. Prospecting for Leads ❑...
Interim Sales Manager vs. Part-time Sales Manager
Many people use the terms Interim Sales Manager and Part-time Sales Manager interchangeably. In reality, these terms and positions are very different. Interim sales managers are...
Bad Voicemails – Installment 10
Not all bad messaging is via voicemail. In this installment, we offer up another example of pointless sales activity via email. Evidently the target market for this email is...
Prospect Speak
Prospects say some crazy things. Many times we hear the words the prospect speaks, but the meaning to the prospect is entirely different.
The cost of sales person generated leads
If you are like most businesspeople, you have a bias towards salesperson generated leads. After all, a salesperson can do many things that marketing, the Internet, or appointment...
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