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Do Your Homework!Sorry for yelling but I just got off a very annoying call with a sales rep who was following up with me from a Sales 2.0 conference I went to recently and it reminded me how little prep/homework many of us do before we call our clien...

Social Loafing May Be Lowering Your Sales and Marketing EffectivenessSure, some of your employees may spend too many work hours on their favorite social media sites, but this productivity drag pales in comparison to the rising problem of social loafi...

Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently use them successfully.Let’s take a look at the te...

As any seasoned sale force representative can tell you, too many sales are lost in the closing moments. While experience is the best teacher, it is important to take advantage of sales training that specifically targets the art of the close. While se...

How to Tactfully Discuss Customer Complaints with EmployeesWe all want our customers to be happy and to let us know when something has gone awry, but do you know how to successfully handle situations where multiple customers complain about a long-ter...

Some people have Self confidence while others need to develop it. Self Confidence is the inner force that leads a person doing something independently. Self Confidence is a quality that is there without the intervention of the parents, spouse, teache...

“Most slide presentations suck rotten eggs.”Seth Godin knew this years ago, and if there’s one community on Earth who still knows this today better than any other, it’s buyers. Buyers generally have a healthy (or occasionally ...

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s in identifying, hiring and retaining good sales reps.  If you are familiar with my managem...

One of the key roles of management is to build business through relationships. A common way to build relationships is through referrals: with, for and through banks, attorneys, employees, peers, and anyone else who has something that someone else wan...