Wed.Apr 11, 2012

Deceptive Marketing (Why the Computer World has a Terrible Reputation for Honesty) by Anthony Bondi

Increase Sales

A long time ago I was entirely against computers. I did not like them, I did not want to use them, I could care less to purchase one and communicate via telephone wire to people I couldn’t see face to face. Something about the whole ordeal seemed sketchy to me and ate away at me.

Get out and Coach!

Steven Rosen

Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy.

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Why is Selling Going Inside? Isn’t that Obvious?

Jonathan Farrington

Unless you have been holed up in a remote cave somewhere in Outer Mongolia, with absolutely no access to the outside world for the past two years, you will be aware of the huge increase in internal sales positions. Does this mean that the “sales space” is expanding?

In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

MTD Sales Training

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you will have to reprimand or take disciplinary action. However, there are some times when you

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Do it Right

A Sales Guy

If you don’t have time to do it right, you don’t have time to do it over. When we rush to get something done because we don’t have enough time, we risk making things worse. Convincing ourselves that getting it done quickly is more important than doing it right is a shell game we play with ourselves. We play the game to give us more time. It allows us to do things at the last minute. We convince ourselves that we can get it done, but we almost never do.

Sales 10

Making The Time To Sell

Partners in Excellence

Virtually everything we do can be recovered. We make a bad call, we can fix it and recover from it, we lose a deal, we can learn from it and win the next ten deals. The one thing we can’t recover is time–once we’ve spent it, it’s lost, we can’t re-do it, we can’t recover it. So it’s critical we manage our time to maximize our impact and effectiveness.

Tale of Two Frauds

Sell More and Work Less

Today we received a call from our bank. 3 calls actually as they tried us at home, my cell and Chris’s before they reached us. Credit card fraud. The bank was very proactive, asking us 2 questions, and then informing us that our card had fraudulent activity in India. They would cancel the card immediately and send a new one out for arrival in the next 2 days.

Tale of Two Frauds

Sell More and Work Less

Do you act as a customer advocate or a customer prosecutor? Are your customer service policies sales prevention policies? Observations from the real World

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.