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For your sales manager, your sales force automation measures activity, manages the pipeline, and forecasts revenue. There are better reasons for you to use it. Read More

Your salesperson made a mistake. Making them pay for their mistake costs you more than you can afford, and does nothing to help either you or your salesperson. Read More

The theme of e-Rep pops up fairly regularly in this blog – even more often in my mind. In my book, maintaining and continuously improving the value of my electronic alter-ego (…or sales assistant or whatever you want to call it) who’s on duty 24 X 7 X 365 is essential for all sales reps. Read More

We have a lot of great tools to help us be better at executing a sale. But the sales professional also needs the discipline to master the tool and use it productively. Read More

Sometimes salespeople, sales managers, and their companies believe it is wrong to turn down a deal. When a deal isn’t right for you and your company, it isn’t right. Read More

You know what I think. What do you think it means to embrace sales? What do you think you have to believe about sales and selling to be truly successful? Read More

It’s good to have colleagues who are also friends. Provides a never-ending series of opportunities to call “Bull %*#!” on some of their ideas, then debate the merits of your respective opinions. It’s an outstanding way to learn and grow and needs to be part of every business-person’s self-improve Read More

Dave Brock is smart guy. If you’re in sales, you’ll find consistent value and solid thinking in his blog. Most times I nod in agreement while reading his stuff. Most times it broadens and deepens my own understanding of an issue. His recent Should Sales People Be Blogging? post though… Gave me Read More

Questions are not only great for involving buyers in the process, but they can help in dealing with the competition too. The right question left in the right place with a buyer can go a long way in keeping the competition at bay. Read More

When a salesperson leaves their job and sales to pursue a job that is not in sales, you know that you made a serious hiring mistake. Read More