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Sales Management: Basic Best Practices For Effective Teams

Having an effective Sales Team starts with having an effective Sales Manager. There is no greater position in the company to influence the direction and success of the company than Sales Manager. Yet many of these folks are untrained for the position, and are so distracted by the latest fire drill, that they neglect their [...]

By |2018-05-11T22:21:13+00:00July 27th, 2017|Sales|0 Comments

When Sales and Marketing Aren’t On The Same Page

Throughout my career, I have never seen a company with sales and marketing on the same page, in total alignment. Listening to a webinar by Bright Talk, they claim 70% of brochures marketing develops are not used. Sales people re-create the wheel 90% of the time by customizing to a customer. Yet, these two disciplines have [...]

By |2016-12-19T16:25:27+00:00December 8th, 2016|Sales|0 Comments

5 Tips To Building Trust In Sales

I recently read a short article from the Ken Blanchard Companies called Building Trust and how important it is in building high involvement and high-energy in the workplace. To quote: “Trust is a primary factor in how people work together, listen to one another, and build effective relationships.” Build trust in sales is important. There [...]

By |2018-05-11T22:21:16+00:00September 12th, 2016|Sales|0 Comments

How The Heck To Close A Sale?

Over the course of my career, I spent a lot of time pondering how to close a sale. I “cut my teeth” in an industry as a young sales engineer where the sales reps I supported had a credo: “If you don’t sell today, you don’t eat tonight.” It wasn’t quite that desperate, but at moments, it sure [...]

By |2018-05-11T22:21:16+00:00September 12th, 2016|Sales|0 Comments