Building a High Performance Sales Team (1of3)

What a dream come true for any organization, a high-performance sales team. A team feared by competitors and respected by clients for its knowledge, business savvy, value and results. In a perfect world, such a team would simply be inherited.…

Sucking your thumb

Many infants find great comfort in sucking their thumb – an activity documented in as early as a child’s prenatal life. Quite often parents have a very difficult time weaning their children away from this “nasty” habit. A similar situation…

Successful Sales Meetings

Another waste of time… Brain Drain session… Dreadful hour… Is this how your sales team describes what you had hoped was a productive, interactive, motivating, fun and exciting sales meeting? Are sales meetings in your organization seen as a necessary…

Let’s set the record straight!

It happened again…another expert referenced a statistic that, well, just doesn’t exist. You may have heard this one as well. I’m asked about it quite often and it goes something like this: “Decision makers don’t talk to sales people until…

Get closer to your customers…

Encouraging the involvement of your whole organization in your marketing, selling and customer service efforts has this as one of its many positive results: the more integrated you become with your customer’s organization the more solid the relationship will be.…

From a Receptionist’s Point of View

Early in my career I was fortunate to come across a real pro and learn a lot by seeing things from “her point of view.” Beverly Catalano was a great receptionist and as she was approaching her retirement she authored…

It must have been those baby blues…

This one is an old story, had to search deep in the archives for it, and even though it’s not exactly a selling situation, it is a great example of just how important it is to 1) be prepared, and…

Sales Channel Management

What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through…

Third Party Marketing Research… But Why?

The advent of user-friendly, online survey tools has made customer research a reality for many companies that previously thought they could not afford it.  These tools make it easy for any company to obtain quick, inexpensive feedback from customers.   So,…