It can be difficult to think, if you’re smaller than some of your competitors, that you can compete with them. You might have capacity and you might have motivation, but those competitors — they might be able to beat you in price or efficiency (or at least that’s what they Read more…
SALES: “I need qualified leads from marketing!” MARKETING: “I wish sales would close the leads we send them!” I’ve seen this way too often, and I call this “Circular Finger-Pointing.” What’s the solution? Marketing & Sales must be aligned. Here are 3 solutions to streamline the lead generation process. Solution 1: Marketing Read more…
You’ve probably heard the saying in sales that “People do business with people they like.” But what makes people like you? If you follow the sales tactics in the movie Glengarry Glen Ross, chances are not too many customers like you. But do people really “like” you or do they Read more…
It’s time to detach from the traditional sales way of thinking. You know what I’m talking about. The “Always Be Closing” mentality. It’s time sales organizations abandon the “what have you done for me lately” micro-management garbage that’s unfortunately still ever so common in many sales organizations. New methods and Read more…
Throughout my 15 year sales career, I’ve had the privilege of working for several successful sales companies–both as an outside sales rep and as a sales manager. Each company had their own sales process. Often times, these sales processes were complicated and as a manager, it was expected of me Read more…