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I think we need to have a much broader look at metrics--we need to put metrics in place, at all levels of the organization, that help us track and manage our own performance. They have to be meaningful indicators to help us see whether we are on track or not. They have to be timely, enabling us t Read More

Apparently, some think not. Shocking! The key with sales budgets is their implementation. Here are a few guidelines that I've successfully employed: Read More

Playing catch-up is not usually fun. And being perpetually “late to the party” is a common reason salespeople fail at winning new pieces of business.
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Not one of us knows all we need to know. Not one of us has enough time to absorb all of the information and knowledge we need. Most of us also have the uncomfortable feeling that our competitors are learning faster than we are. What can we do about that? Read More

Listen to an in depth discussion on sales as it relates to local businesses. As well, an opportunity to download Focus' 2011 Trends Report: B2B Sales. Read More

The ease of winning your dream client in inversely related to how valuable they are to you. There isn’t a more difficult path than pursuing your dream clients. Read More

What’s the difference between good sales people or sales managers and truly great ones? I guess we can come up with lots of lists, but I think they reduce to one thing. The truly great sales people and sales manager always focus on getting better, the good ones are content with being good. It’s Read More

Asking the right questions during a sales meeting makes the difference in the sales process moving forward or grinding to a halt. Here are 23 sales questions that will help you increase your sales. Read More

The rules of successful selling are changing, again, as the marketplace continues to evolve through a protracted global recession. Those who win business in today's environment share a number of qualities, just as those who lag their competition seem to have their own common characteristics. If you Read More