BizSugar.com › User › jkennedy › Voted

Managing your pipeline should bring value to you selling, not distract you from it. The piece looks at a couple of things that may sidetrack you from your goal, and impact results. Read More

Sometimes you want to be creative in sales, and you are right to be. But other times, you are using it as an excuse to avoid what is difficult. Read More

Having looked at sales people leaving voice mail, the question comes up as to why many people do not return. Beyond really bad messages, why do some people choose to hide behind voice mail, rather than to use it as a productivity tool? Read More

There are other virtues that great salespeople possess, in addition to honesty and integrity, which lead to a high level of excellence and effectiveness. Read More

“The secret of success in life is for a man to be ready for his opportunity when it comes.” – Benjamin Disraeli

…and according to Murphy’s Law, that big opportunity will always come by at an incredibly inopportune time. Read More

To succeed in sales management, you must lead your sales force instead of managing it. To succeed, your sales force must choose to follow you. Read More

When you are fortunate enough to win, you must be humble in victory, respecting your competitor. When you lose, you must be gracious in defeat. Read More

Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year? Read More

Without fail when I talk about E-Rep and the use of social media in B2B sales the, “I don’t have the time,” issues comes up. Ughhh… Are you kidding me? Read More

In sales next steps are key to both winning deals and shortening your sales cycle, and to achieve your next step you need to both plan and execute your plan. But too many sales people confuse a plan with a real next step, which is often the reason for losing deals, or having a longer cycle. Read More