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I humors me to think about how many “no win” situations mangers can get sucked into. We’ve all been there. For example… Employees often complain about how their manager didn’t train them on “something.” Yet when the manger schedules a formal training, those same employees complain about losing valuable selling time.

Another example revolves around the idea of micromanagement. The employee who Read More

You don't have to wait till March to know how you Q1 will look from a revenue and quota standpoint. What you do today will determine what happens at the end of you sales cycle. Read More

One way to change the 80/20 trap is to take steps to change yourself. Many sales people neglect their obligation to ensure that they are continuing to develop and evolve their sales skills and knowledge. Read More

When it comes to our self-talk, too many of us tolerate the negativity we were handed. The answer to overcome the negativity and create success? Affirmations! Read More

Bill Gibson Chair of Knowledge Brokers International has put together a condensed goal setting guide called Get a Fast Start for 2010. The document has been embedded in this blog post. Give it a read and let us know what you think. Read More

The fifth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the being Adaptable vs. Prepared. Read More

You need to shed the deadwood to drive forward, fire the bottom 10% of your account base. The bandwidth you recapture will allow you to refocus on gaining customers that are like the small minority that currently drive your revenue. Go ahead, fire some, it's alright. Read More

An important part of small business marketing is estimating the size of your target market. Here are tips to help you. Read More

When trying to figure out how to sell to small businesses, remember these helpful tips from eHow user Cornelus Postell. Selling to other small businesses may be a B2B opportunity for your small business, but how do you approach a busy small business owner with your product or services, no matter how reasonably priced and helpful it might be. Here Postell suggests the approach to take when attempt Read More

Business blogging expert Denise Wakeman recommends creating multiple niche blogs if your business addresses more than one audience. Of course, we've all heard by now about the importance of creating a blog to promote, brand and gain exposure for your business and as a way of establishing you as an expert in your field. But Wakeman urges businesses who publish blogs to also give careful thought to Read More