Blog

Mindset, Prospecting

Facts Don’t Have To Be Real To Be Right

This Internet meme about the importance of persistence in sales appears to be fake, but it’s still right on the money. The sales statistics above must have struck a chord with salespeople as it is frequently shared on LinkedIn, Facebook, and Twitter. Unfortunately, according to this article on the credible Venture Beat blog, it appears … Continue reading Facts Don’t Have To Be Real To Be Right

Core Skills, CRM, Sales Management

Are You A CRM Master or Slave?

CRM (Customer Relationship Management) software made its way into the lives of sales professionals with the introduction of the PC software, ACT!, in 1986, and the client-server software, Goldmine, in 1989. The dotcom bubble took these apps online and soon spawned Salesforce.com - the 800 lb gorilla of the CRM industry. Instead of tracking customer contact information … Continue reading Are You A CRM Master or Slave?

Core Skills, Pipeline, Planning

Use B.A.N.T.E.R. To Increase Your Sales

Sell More by Double-Checking Your “Gut” Instincts Have you ever told your sales manger you were excited about a sales prospect, only to be caught dumb-struck when she asks you to explain why you are so confident they will buy? Many top performing sales people develop a gut feeling for good prospects, but that doesn’t … Continue reading Use B.A.N.T.E.R. To Increase Your Sales

Communication, Sales Management

Help! My Sales Manager Needs A Sales Manager!

Sales reps are the engine that drives business, and the sales manager is the mechanic that keeps that engine running at peak performance. Top sales reps do not need their sales manager to micromanage their activity or close deals for them. Instead, high performing sales professionals want their manager to help clear obstacles from their … Continue reading Help! My Sales Manager Needs A Sales Manager!