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Monday I wrote a post about a teenager's use of shady sales tactics. I got several comments here and on LinkedIn, and everyone agrees that it's incredibly sad that teenagers and young adults are taught to use sleazy sales methods. I couldn't agree more. There will always be companies that view sales as a zero-sum game, and unfortunately they often hire eager young people to do their dirty work.

But shouldn't the kid take a share of the blame Read More
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How moving your sales force to following a process and giving them access to technology will increase your sales a competitive advantage. Year over year performance in numerous KPI’s including revenue per account, average deal size, market size and more Read More
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In the light of the federal government's proposed $3 trillion budget for GFY2011, FedSources' Bill Gormley explains the small business federal contracting opportunity for 2010/11 Read More
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If you only call a prospect one, you are missing out on a huge opportunity to make a sale. The odds of someone buying off of you after one call is rare, but if you don’t continually call, you will miss out on an 85% or greater chance of getting a sale Read More
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Two recent revelations helped me see how destructive call reluctance is to a promising career, to producers that are negatively impacted in their efforts to help people with their financial needs Read More
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Friday a teenager rang my doorbell. Usually when kids come to my door they're trying to sell me crap that I don't want, but as I prepared to say "no thanks" he let me know that his motives were not financial. He told me he was in a group for young entrepreneurs, and as part of an effort to practice speaking in public his assignment was to go door-to-door and introduce himself.. Read More
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Cold Calling isn’t fun, but it is part of the sales process in most jobs. Here are 9 tips that you can use to make the cold calling more successful. Read More
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The first step in gaining appointments when cold calling is to capture your dream client’s interest. In 9 out of 10 cases, offering to talk about yourself isn’t interesting and it isn’t compelling. Effectiveness in cold calling and appointment setting is built on differentiating yourself and your offering and by proving you can and will help your dream clients produce better business results Read More
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Many people believe they have the silver bullet in sales, but then discover that it is fleeting. The real secret is to consistently execute what ever method, execute day in and day out and you will succeed even if it's not the best or latest and greatest method. Read More
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Your sales manager doesn’t measure all of the activities that you must take in order to succeed in sales. Some of the most important performance-improving activities aren’t measured at all. Complete these nine activities this week; they won’t show up on your reports, but they will show up in your results Read More
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