The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous… read more →
In Rule 13 one of the three components of PAR Time was to spend 15 minutes daily reading industry publications and/or inspirational material on sales and motivation. Indeed the cumulative… read more →
There’s a current debate in some sales circles around the popular Challenger Sale book and a recent Rain Group report entitled “What Sales Winners do Differently.” The issues are over… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
There is nothing new under the sun in sales, or so they say. Not so fast. Fundamentals never go out of style, of course, however how we prepare, engage, converse,… read more →
(from 42 Rules to Increase Sales Effectiveness) So if it’s not about you the salesperson, and it’s not about your products, then what is it all about? Well, who’s left?… read more →
As we’ve recently addressed the process and purpose of the Territory Plan (and its lacking across many sales organizations), let’s now confront the many faces, facets and formats of the… read more →
A Manager owned land and territory with many customers of his products and services. He left his domain for a while under the care of three overseers. The first was… read more →
Been a busy summer traveling the globe and training enterprise sales teams in Europe, Asia Pacific and both coasts of the United States. Observing, coaching and training salespeople and sales… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →