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LinkedIn is the business professionals platform is not always the first choice when we think about growing a business. Growing a business in social media we immediately think of Twitter and Facebook as they have the power of engagement. People interact more on Twitter and Facebook as we can send a Read More

For your sales manager, your sales force automation measures activity, manages the pipeline, and forecasts revenue. There are better reasons for you to use it. Read More

Let me make a confession up front. I copped out on the title of this post, if I had really been honest and courageous, I would have titled this, Am I Being Too Glib In Talking About Sales Performance Management? If you are a regular follower of this blog, you know I talk about this very frequently, Read More

Your salesperson made a mistake. Making them pay for their mistake costs you more than you can afford, and does nothing to help either you or your salesperson. Read More

Want to know one of the secrets to business success? It’s knowing your competition. When you first started your company, you probably did market research where you assessed your major competitors to find out what you were getting into and where you could gain an edge. As our businesses grow, howeve Read More

When I started my sales career, I sold computers to large banks on Wall Street. It seemed obvious at the time--and since--that the way to really understand what was going on in the industry and with my customers was to hang out where they did. Read More

Some companies’ strategies rely, on a higher or lower level, on cold calling. Isn’t cold calling, real-time calling?
The problem: How many prospects listened to your sales rep finish the pitch and hopefully understood the value of your product or service? We know, very few... Read More

The theme of e-Rep pops up fairly regularly in this blog – even more often in my mind. In my book, maintaining and continuously improving the value of my electronic alter-ego (…or sales assistant or whatever you want to call it) who’s on duty 24 X 7 X 365 is essential for all sales reps. Read More

We have a lot of great tools to help us be better at executing a sale. But the sales professional also needs the discipline to master the tool and use it productively. Read More