BizSugar.com › User › tyoungbl › Voted

Some sales people spend to much time rationalizing the outcome and not enough effort in contributing to it. At times the difference between good and great is the lack excuses. Read More

Problems don’t age well. It’s your job to keep the train on the tracks, and ignoring the problems isn’t a good long-term plan for succeeding wildly in sales. Read More

The question as to the ethics of cold calling is fascinating.I believe you have an ethical obligation to make cold calls in the pursuit of your dream client. Read More

We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first few times a manager spends the day with them, but after t Read More

Is a lack of business acumen within the ranks affecting your sales? Sales leaders can’t ignore the issues any longer. Read More

I’ve said it before and I’ll say it again and again and again… Every h-Rep needs an e-Rep. That is, every human sales rep needs an electronic alter-ego; a highly personalized, customized, electronic version of him or herself. I repeat the refrain for two reasons:

1. It is unequivocally true Read More

This weeks guest post is by John Cousineau, looking at the need to to put the craft back into selling. By empowering sales people and organizing their work in order to achieve continuous improvement of their craft. Read More

The reality is this: If you suck at cold calling, it is horribly unproductive. That is the real reason you hate cold calling. Read More

You put a lot effort into turning your dream clients into clients. Once you acquire them as clients, you must become an active participant in their buying cycle. Read More

With all the talk about sales process, the question of who needs to have one and who doesn't came up. The answer is that all sales organizations, big - small; solution sellers - transactional sales, all benefit from having a process in place. Read More