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.
StoryTelling: The Underutilized Tool of a Salesforce
While growing up in the rural area of southern Minnesota, sitting at my grandparents’ farm table, I received an additional gift every night.
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…
Bad Voicemails – Installment 9
Oh, your CEO wanted you to call, that is certainly a reason for me to call back, right? Listen to the latest installment of our "Bad Voicemails" series.
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...
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems...
Bad Voicemails Installment 12
Please enjoy the latest installment of our tribute to the tortured salespeople who leave bad voicemails. Note: we have never purchased anything from this company yet they are our...
Bad Voicemails Installment 13
This actually is not a bad voicemail IF you can get 45 seconds into it to hear the good part. Why not lead with, 'I think I'm bumping into people I could refer your way, let's...
What is a Quality Prospect?
Many sales reps jump up and down when they land a new “prospect.” However, many a sales manager has been frustrated a month later to find that the “prospect” was only a suspect.
Bad Voicemails Installment 11
Please enjoy the latest installment of our tribute to the tortured salespeople who leave bad voicemails.
let’s talk
The SalesQB program is the result of decades of collective sales experience. If you would like to learn more about our team, company, or find a SalesQB near you, please complete the form below and we will promptly respond.