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“The Importance of Sales Qualification in the Sales Process” argues that companies can benefit from using qualification profiles as a means for sales managers to not only understand and document sales processes but to provide leadership and uniformity in providing standards to measure performance Read More

News of a newly released research report from Raintoday that's mandatory reading for professional services marketers and business developers. Read More

David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?" I couldn't limit myself to 3, but my response is below: "Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why i Read More

I get complaints from both sales people and managers on the topic of coaching. Sales people don't feel they are getting the coaching they need---their managers don't have time. Managers, don't feel they are providing the coaching they should---they don't have time (and they don't know how to--but that's another post). Read More

With the economy the way it is, we have a choice sit and cry, or step up and gain. Here is input from three different experts in sales. Read More

I invented a new word to describe people who look very busy, but don't accomplish very much. Are you a "hamster?" Read More

Learn from the movies: a powerful backstory can give real credibility to your value proposition. Read More

How a cable company is using something very similar to Reagan's 1984 "Morning in America" campaign in their current commercials. 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

Doing the right things at the right times matters, if you want to sell more. Read More