Mar 29, 2015 | Uncategorized

Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...

Enhance your telesales calling script-great value!

Mar 29, 2015 | link

I’m posting a link to a colleague’s site (Pete Ekstrom, founder of the gold call). He is offering a video and audio CD tutorial on how to go about building a gold call script for prospecting over the phone. This is a tremendous value at $65. Details at...
Poor Sales Management- What does it cost the company?

Poor Sales Management- What does it cost the company?

Mar 29, 2015 | Sales

As someone who has been in sales management since 1993, I take pride when sales management is done well. Conversely, I take great offense to bad sales management and there is a ton of it out there! Perhaps one of the most gratifying aspects of management is developing...

Positioning for success in the new decade

Mar 29, 2015 | Uncategorized

What strategic investments are you planning to make in yourself to prepare for the new decade? It was just ten years ago that we were asking ourselves the same question. The primary difference being that we were entering a new millennium complete with exaggerated...

Anachronistic selling-the Jim Dayton story

Mar 29, 2015 | Uncategorized

There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered.  I’m not suggesting that “breaking bread” with customers is a bad thing, because it...