When we hear news reports of personal and corporate falls from grace (read HP’s Mark Hurd, IBM’s Robert Moffat, Tiger Woods, BP, etc.) our reactions may range from “How could… read more →
Executives have issues, challenges and problems on their mind and seek solutions. They do not suffer fools or naïve salespeople who push products, features and benefits.
There are a variety of Assessment Tests out there that managers use to try and determine viability of current or future salespeople. Here’s a sampling of types: Psychological Test Personality… read more →
The sales blogs are all abuzz with talk about the current status of sales prospecting and cold-calling. Let not your heart be troubled. Even with the onslaught of new sales… read more →
Depending on who you’re listening to or reading, you may be getting the message that economically the marketplace is “turning the corner.” Maybe, maybe not. As for your own personal… read more →
Some say it takes 21 days to change a habit. We maintain it takes 90 days to upgrade your sales organization.
It’s the final lap. You’ve lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you’re ready to ease it on in,… read more →
You’re taking a needed break this week. It’s Thanksgiving, the family’s gathering and you promise to minimize computer work over the long weekend. Tough but doable. Enjoy the downtime. Give… read more →