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A sales process is absolutely critical to making your number, BUT you have to have the right sales process.

Measuring activity will kill you and your team. Measure results. Figure out how your customer buys and you have your sales process. Read More

Announcing the creation of the Motivation 101 Blog fan page on Facebook! It's a new community for sales- and business people to connect and share ideas and information about staying motivated. Read More

There are so many times in our day where we are waiting & often kept waiting for a long time. This becomes frustrating when you have a full to do list and are sitting around waiting. Read More

There is another aspect of effective management and that is the Manager as Coach. These individuals will know the importance of empowering and nurturing their staff. They will understand that in order to get the best from their team, a high level of intuition is required. Read More

According to an article in the Harvard Business Review a few years ago, an 8% increase in the effectiveness of your existing sales force is equal to adding 25% more reps to the team. Given the choice, I would rather work on effectiveness, here are some simple measure towards that. Read More

So first, let's dispel this unfair negativity toward persuasiveness. If we read the definition of persuade, we can see there is nothing negative or unethical or devious about the meaning of the word. Read More

Dear Sales Dude: I just wanted to get back to you about that proposal you gave me. I just have two teeny things to discuss with you... Read More

Today’s social media podcast is on social media ROI or return on investment and why it’s not nearly as important as ROR. ROR is a term introduced to me by Darcy Rezac author of Work the Pond. From a social media perspective and a general marketing perspective most people are nearsighted and have serious tunnel vision when it comes to social media ROI. ROR is about return on relationship and not Read More

254, the number selling days in 2010; assuming you work a mere 10 hours a day, that's 2540 hours of selling. (I know sweetie, you work weekends too). How will you maximize it?
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A smorgasbord of things to help sales people sell better and execute. Check out info on an upcoming coming webinar, newsletter and broadcast. Read More