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Once you have a process for qualifying leads, and you have a list that has gone through the process, don't rethink, follow through and engage. Read More

2009 I almost half over. Isn't it time you take a realistic look at you? Read More

A weekly round of observation, stumbles and bumps while strolling up both side of Sales Street. Read More

In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Read More

Last week I explored the mistake that many managers make of being in tell mode. Today I want to explore where coaching sits amongst a sales managers many priorities. Time management is a challenge we all face. With emails, meetings and administrative work what is a sales manager to do? Read More

It is essential for a sales professional to get a huge number of quality leads in order to widen their market. The advent of new technology has paved way to make this easier for modern sales professionals. There are so many tools, so many platforms, so many softwares, so many websites that a sales professional can utilize to get leads but only one Read More

Negative customers are a fact of selling. How can you still sell to a naysayer? Read More

In order to fully engage, avoid lies and have a meaningful sales relationship, you need to feel comfortable with asking direct, hard questions. Read More

This is part part 7 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 2 Guerrilla Social Media Marketing Tips: 18. Experiment — You will have little failures before you have one big success. Constantly test and be curious about the psychology behind what motivates an Read More

In episode 15 of the Sales Management 2.0 podcast, Jerry Kennedy and Colleen Stanley discuss how to build high performance sales teams, even in tough economic times. Read More