Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. MORE

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. MORE

” For those in sales, understanding how your sales leads, prospects, ideal customers make decisions is a necessity if you wish to increase sales. Again for those in sales identifying the centers of influence for each decision maker appears to be even more critical. MORE

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Sales is sales. Most of the good sales people do not dream of becoming technical experts. B2B Telemarketing Lead Generation B2B Marketing Inside Sales MORE

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Sales Leadership MORE

Looking for great sales talent? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). MORE

Perhaps the biggest reason is that my guest, Debbie Dunnam , Corporate Vice President of Inside Sales at Microsoft, walks her talk. How did you get started in sales, Debbie? I always find it fascinating to learn how my guests end up in a career in sales. MORE

I have never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. My experience as a consumer and as a sales coach is that there are three common mistakes made in follow-up. Follow-up happens too long after the initial sales call. MORE