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A great explanation of why tracking social marketing data is important. Read More

In the 80's there was a saying that a sales person could walk outside and catch an order in each hand while four were falling to the ground. Boom economies are great for companies but mask the true worth of a sales persons skill, how much of those orders were down to customers fulfilling their need rather than the sales person selling? Read More

Sales burnout is a common complaint that has similarities in physics. Practices and activities that have negative impacts usually involve friction in the sales process Read More

This research game is an ongoing experiment asking sales people and managers to decide the probability of a particular scenario. Read More

George Petri MD at SymVolli development talks in a podcast about how sales people tend to go after every sales lead without qualifying whether they are sales leads at all. Read More

Sales qualification should not only be about focusing on the right leads but in qualifying information throughout the entire sales process so that you can learn and improve. Read More

A story told in the mid 90's about management decisions. Does this story have validity today? Read More

Companies in trouble fail to realise that loss of sales is a symptom rather than the problem. In some cases throwing money at increasing sales masks the deeper problems. With the recession this is less likely to be the action taken and some companies will have to look at the underlying reasons why they don't achieve their goals. Read More

Some businesses approach to impending events is to develop an attitude similar to that of towns under siege. The right attitude to oncoming events will see businesses through tough times. Read More