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There is always a danger in focusing on the tools used to get a job done. (We all know the cliché about the six-year old with a chain saw…) That said however, a robust CRM system just might be the most powerful tool a sales team can have Read More

In sales as in other aspects of life, it is not how big, but what you can do with it. Sellers need to focus on the impact of their solution for the buyer rather than how big or bad it may be Read More

As a group, sales managers are not big on “managing by the numbers.” Only a very few use more than a half-dozen or so measurements to monitor the quality and effectiveness of sales performance. Most rely on two, revenue and profit. They are the ultimate indicators of success, right? Why would anyone need to know any more Read More

While it is true that people buy from people, long term customers stay because of much more. One way to ensure you can establish closer links with your customers is to ensure at least four deep relationships between the two companies Read More

There’s no way an outside consultant, or even a VP of Sales for that matter, can tell an experienced rep how to do his or her job. It’s like the old joke about trying to teach a pig to dance. It frustrates you and annoys the pig Read More

Wisdom from a race care driver: “If everything seems under control, you’re just not going fast enough.” Mario Andrett Read More

A strong value statement is critical. A weak one is a loud, clear signal for the buyer to press hard for a lower price. (They teach that at purchasing agent school.) Consider the following three scenarios Read More

So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More

As a leader you need to ensure that you are leading the best, anything less should be dismissed. Not to be cruel, your 'C' players should be ignored and encouraged to move on, stick with your 'A's, let someone else work on the 'C' Read More