In life and in sales, no amount of education can replace real experience. While experience is a gift of time, much of the wisdom gained from it can be passed on directly, if not indirectly, through sales mentoring. As the name implies, mentoring entails a junior salesperson or salespeople being overseen by a veteran who [...]
Being too proud to ask for help isn’t just the tragic hubris of Greek tragedy; it is the mode of operating for too many business owners and managers, and one that is more dangerous in hard times than in any others. Many decision-makers shy away from consultative services or even basic reform or restructuring during [...]
With most top lines feeling the pinch of a tough recession, many companies are trimming back their sales forces to “hibernate” while others are aggressively trying to win market share from their more dormant competitors. There are merits to each strategy, which could be the subject of another post. In this post we consider the [...]
Sales is one of those things that you really can’t understand from the perspective of a non-salesperson. Without being “in the trenches,” “pounding the pavement,” or “hitting the phones,” a manager can never really know why sales are falling short of their target. To cover for their own shortcoming, salespeople will sometimes attribute sales ruts [...]
While business environments and markets change constantly and demand vision and motivation to act in response, core guiding principles should always inform the how businesses pursue the grail of growth. Being reactionary is prudent when change is needed, but straying from core values always leads to a slippery slope – one that often descends into [...]
Is your sales performance starting to lag? Join the club. Many small businesses are struggling these days in the face of declining markets and plunging demand. Simply maintaining and sustaining a business during such a difficult period can be tough enough, much less actually grow and develop markets for the future.
Global changes affect how we [...]
Let’s face it. What are the chances that you can hire someone off the street for cold calling services that has the sales experience that a professional team has?
Most people filling in-house cold calling jobs are only doing the job for the time being. This isn’t their careers; it’s a way to get through school, [...]
Of course you’re in business to make a profit, but that doesn’t mean you have to be a global business leader, handling everything in-house from your sales division to your computer repair to the candy in the lunchroom vending machine. There are reasons we leave certain jobs to specialists. It’s just easier that way.
While your [...]
Managing your own business is a tricky art. Often, it can seem like you’re juggling torches on a unicycle balanced on a high wire. One wrong move, and everything will come tumbling down. There’s a heavy load of tasks that need accomplished every day, from managing your payroll to tracking your accounting to managing products [...]
When it comes to a successful sales marketing campaign, the time between the proposal and the day the rubber hits the road can add up to significant delays in profit. There’s a lot involved in a marketing campaign, from market testing to conception to implementation. If you do those services in-house, you’re already facing considerable [...]
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