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A sales manger has many things balance in their role, key being a balance in coaching and managing, skills training should not be one. As in sports, you have the team coach, and has trainer specially selected to help him/her Read More

Nothing mentioned here is new, or breaking new ground. It's not "Sales 2.0". There's no new sales magic here, no stunning new concepts. It's often said that sales is a "numbers game." But you'll only win the numbers game if you earn the right numbers Read More

In sales many people give up to soon. Sometimes it is a lack of process, other time it is a misconception that the may be too assertive. The reality is constructive persistence always pays off Read More

A key determinant in successful B2B selling is to deliver measurable results by linking key corporate strategies with effective, implementable tactics. Face it, companies have more strategies than they can say grace over. What's more, there are so many tactical commodities available that it is immensely difficult to know which approaches are the "right" ones, that will deliver maximum impact.
By improving your own "sratactical" thinking, you can more effectively position your products or services to demonstrate how the customer can achieve greater, quantified results.
This article describes four key qualities to taking a "stratactical" approach, and to helping you gain executive attention while avoiding the "commodity trap" Read More

A great tip on how to have better success in customer conversion. Get the customer to commit by asking the right questions and saying the right things. People live up to commitments, especially a public commitment. Small Changes can make a big difference Read More

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you Read More

Last week I wrote about a door-to-door sales experience that bothered me (posts here and here). This weekend another salesperson knocked on my door, and it didn't go much better.. Read More

Sales is a numbers game. The more you know about your key numbers, the better you can build a plan to succeed. Learn how to use key sales numbers to create a plan to succeed Read More

Not all sales are involved or complex requiring a solution. Many B2B sales professionals have to make their living, and they do, selling in a commoditized world where sometimes the only visible differentiator is price. But it does not have to be if you are up to the challenge Read More