This recent article by Dave Kurlan, from Objective Management, supports our experience in working with and hiring...
The Data Is In. Great Salespeople Have These Competencies
read more
Blog
Sales and Sales Management
Gutsy and Great Sales Management
I’ve been thinking about what it takes to be a truly great sales manager and about the handful I’ve known over the...
The State of Sales Report
Has your sales team prepared to shift to meet the changing needs of your customers? Have you reprioritized or adapted...
Sales Motivation
Our friends at Objective Management Group, which I always call Kurlan, have new data about what motivates salespeople....
Effective Presentations Accomplish this One Thing
"Research tells us (Snyder 2007) that the most effective presentations will always do this one thing - solve problems....
Become A Master at Asking Questions
The Right Questions asked the Right way at the Right Time are the key to sales success. Practice is the key. New...
Not All Employees Are Created Equal
Research shows that "A" players outsell their peers by at least 48 percent in sales positions, have a more positive...
Increase Sales Results by Tapping into the Limbic Part of the Brain
Some people like to hear information and see the facts and data. Some like to see the big picture before knowing the...
A Win-Win Alternative to Upselling and Upserving in Sales
We were recently reading Daniel Pink’s book, To Sell is Human, and we came upon this excerpt: “One of the most...
Here’s How to Sell to Me: A Note from a Prospective Buyer
If your prospects could talk to you, what would they say about selling to them? Here’s a pretty honest,...