Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
Greta Schulz, Sales Consultant There is a glass sitting on a table with water filled halfway up the glass. Some see the glass half full, some half empty. Which is correct? Neither. Both. This old saying is a terrific illustration of seeing things through your own filter. Most things in life are subjective, merely subjective. […]
Are We Looking Through Our Own Glasses? Read More »
Thomas Freese Sales used to be a relatively simple act. Sellers would go out into their respective territories, build relationships, probe for needs, and then espouse the value of their products and services. Don’t get me wrong—sellers are still doing all of these things, it’s just not that simple anymore, and here’s why.
The Game has Changed for the Salesforce Read More »
Greta Schulz Today CEOs are in a quagmire. They are finding themselves running their businesses, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you would like to make it
5 Things Every CEO Needs to Know Read More »
Greta Schulz How do you know if that sales candidate you or your sales manager fell in love with is really the superstar you hope they are? Before you pin your hopes on your managers’ ability to screen, recruit, interview and hire…you should know how pre-employment testing can raise your success rate in hiring new
The Real Truth About Sales Tests Read More »
Linda D. Henman, Ph.D. Does your company help your customers solve problems or to make decisions that will improve their lives? Bentley Motors wouldn’t hesitate in answering that question. Bentley doesn’t build a mode of transportation; it is dedicated to developing and crafting the world’s most desirable high performance cars. Decision makers at Bentley Motors understand
Mindset Defines Results Read More »
Consistent preparation requires consistent scheduling and execution.
Sales is a Marathon Read More »
As executives we often have a plan. A quick new vision to execute. Seems simple enough. We explain it. Our smart employees nod their heads, taking the assignment with perceived understanding and we move on to the next order of business. But, then the outcome somehow leaves us…well, wanting. The following example illustrates why. When
7 Imperatives for Developing Corporate Communication Read More »
People are often surprised to learn I have nine children. And that they’re all from the same amazing woman I’ve been married to for 24 years. Even more amazing is that she’s stayed in great shape, wakes with a smile each day and still greets us with a sense of love and humor. We live
The Magic of Crawling in the Dirt to Build a Loyal Team Read More »
Step 1: Understand the 3 Overriding Areas of the 10 Elements Over the next 10 blogs in this series we will look at 10 basic elements that should be considered as you forecast. But, they are more easily understood if grouped into 3 areas: #1: Trust What are the best measures that show they trust
The 10 Essential Elements for Accurate Sales Forecasting: #3 The iDeal Read More »
Robert D. Smith Nearly 40 years ago, I learned the one business lesson that became the foundation of every success I’ve ever enjoyed. I was out of college for the summer and working as a door-to-door educational material salesman for the Southwestern Company. Believe me when I tell you that there is no better introduction
5 Reasons Why You Should Seek Rejection Read More »
