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I’ve said it before and I’ll say it again and again and again… Every h-Rep needs an e-Rep. That is, every human sales rep needs an electronic alter-ego; a highly personalized, customized, electronic version of him or herself. I repeat the refrain for two reasons:

1. It is unequivocally true Read More

This weeks guest post is by John Cousineau, looking at the need to to put the craft back into selling. By empowering sales people and organizing their work in order to achieve continuous improvement of their craft. Read More

The reality is this: If you suck at cold calling, it is horribly unproductive. That is the real reason you hate cold calling. Read More

You put a lot effort into turning your dream clients into clients. Once you acquire them as clients, you must become an active participant in their buying cycle. Read More

With all the talk about sales process, the question of who needs to have one and who doesn't came up. The answer is that all sales organizations, big - small; solution sellers - transactional sales, all benefit from having a process in place. Read More

My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive. Read More

Let me first state a few aspects of my opinion about sales forecasts:

* They are the only rational basis for setting the priority of items on your ToDo list
* They are therefore indispensably essential
* They must be updated continuously; by every sales rep, manager and executive
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Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or Read More

Combining tasks that have different outcomes destroys your ability tto achieve your goals. Separating the tasks that you routinely combine will improve your results. Read More

Results are great, but they are the end of the process, and can only serve as lessons for the next cycle if results were short. Leveraging and managing leading indicators allow you to get ahead of the curve and drive results. Read More