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. Every member would be a...

Zig Ziglar’s Geese Story

  Zig Ziglar was a great story teller and quite an influence in the field of sales training and motivation. Here is a modified and severely shortened version of a favorite Zig Ziglar story: “When geese fly in V formation they can fly much farther” he said as part...

Building a High Performance Sales Team (3 of 3)

In "Building a High Performance Sales Team" we have covered the following steps: Creating a Crystal Clear Vision, Evaluating your Existing Team and Bringing New Players Onboard. Here then are the final two steps: CREATING THE RIGHT ENVIRONMENT Are the company culture...
From a Receptionist’s Point of View

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 an article to post on my website. It has been some...

It must have been those baby blues…

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 2) ask the right questions. It seems that the wet-behind-the-ears...

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 which...

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, you might...

Dealing with Adversity

Dealing with Adversity

DEALING WITH ADVERSITY You’ve had one of those days… you know bad news from a client, conflict with a peer, bad luck or timing on a crucial project, or whatever. Bottom line, something went horribly wrong, and the rest of your day, week, or month may very well be...

Doing More with Less…

Doing More with Less…

Lately I’ve been feeling like the more I do, the less I actually get done. Allow me to explain. Real quick though, let me just check some e-mail messages that came in as I was writing this. Actually, while I’m at it, now is probably a good time to take a peek at my...

How to create a marketing plan that works

How to create a marketing plan that works

I recently wrote this article for Willow Printing Group’s (www.willowprint.com) BeyondPrint newsletter, and it is re-published here with their permission. Why You Need a Marketing Plan In the simplest terms, your marketing plan is your guiding light for achieving your...

Sales down? Not if you are “Lucky”

Sales down? Not if you are “Lucky”

... From the archives, but worth another read: At one of our recent meetings I asked Lucky, “So, how do you do it?” His answer was brief: great products, great team and proper networking. That was a good start, but I definitely wanted to hear more. Lucky is a...

Can you hear me now?

Can you hear me now?

“Can you hear me now? No? Really? How about now, better? Ok, hold on, ahmmm, how about now? Oh good, ok, so, what I was trying to say… ” No, this is not a new take on an old commercial. It was actually an attempt at a conversation I happened to overhear while waiting...

Coaching Services For Business Owners and Entrepreneurs

Books & Publications

Proin eget tortor risus. Cras ultricies ligula sed magna dictum porta. Vivamus suscipit tortor eget felis porttitor volutpat. Nulla porttitor

Business Coaching

To Infinity

Nulla porttitor accumsan tincidunt. Praesent sapien massa, convallis a pellentesque nec, egestas non nisi. Curabitur

Networking

Say Cheese

Nulla porttitor accumsan tincidunt. Praesent sapien massa, convallis a pellentesque nec, egestas non nisi. Curabitur

Starting a Business

DiviBuilder

Nulla porttitor accumsan tincidunt. Praesent sapien massa, convallis a pellentesque nec, egestas non nisi. Curabitur

Contact

Phone

813-792-8500

Email

clientservices@salesandmanagement.com

Address

Tampa, Florida