Dumb Things Salespeople Say…
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople […]
Sales SkillsResource Library
Article
Article
6-Must Have Traits of Superstar Sales People
A number of my clients are in the process of interviewing candidates for large account selling. To help them find […]
Hiring/Firing/Paying
Article
3 Ways to Motivate Your Large Account Sales Team
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer […]
Sales Leadership
Article
Is Your Sales Strategy Properly Aligned with Your Business Strategy?
Is there a misalignment between your company’s sales strategy and your business strategy? Perhaps you are driving toward significant growth, […]
Sales Strategy
Article
7 Responsibilities Sales Managers Must Own
In the past, sales managers provided oversight, facilitated requests back to corporate to ensure that orders were expedited, and generally […]
Sales Leadership
Article
Why Middle Market Companies Need to Ditch Consultative Selling
Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the […]
Growth Strategy