Tag Archives: Sales

How to Know the Sales Person You Are Interviewing is a Superstar

Posted on April 13, 2012 by asechmentor@gmail.com

This blogpost was originally written on the ‘A Sales Guy’ blog by Keenan, and is interesting because we all want to hire a superstar or two. Here are his comments: 1. The guy or gal should be slick, especially if … Continue reading →

Posted in Hiring, Marketing, Sales | Tagged , , , , | 2 Comments

Hiring Sales for your Startups or Small Business – Part 2

Posted on February 2, 2012 by don.gray@salesengineeringgroup.com

Here is Part Two of my discussion on the Best Practices for Sales Person Recruitment.  In the First Part, we discussed the key requirement of Job Profiling or Benchmarking and setting up your Recruitment Process.  These are your first two … Continue reading →

Posted in Hiring, Sales | Tagged , , , , , , , , , , | 3 Comments

Hiring Sales for your Startups or Small Business – Part 1

Posted on January 26, 2012 by don.gray@salesengineeringgroup.com

After my initial preparation of this blog, I realized that its length was too long.  So I have broken this into two parts.  Part one will cover my first two points of building a job profile and discussing the recruitment … Continue reading →

Posted in Entrepreneurship, Hiring, Sales | Tagged , , , , , , , | 4 Comments

The Cause and Effect of Poor Sales Forecasting

Posted on January 12, 2012 by don.gray@salesengineeringgroup.com

What really causes a bad forecast? What is the impact to the business when you have a poor or unreliable forecast? I have found that the financial impact can be quite severe when forecasts are not reliable? How about you? … Continue reading →

Posted in Marketing, Sales | Tagged , , , , , , , , | 16 Comments

Marketing vs. Sales

Posted on November 14, 2011 by asechmentor@gmail.com

Michael Evans had an excellent post in the Harvard Business Review on the difference between marketing and sales that I’d like to share with you readers: “Sales and Marketing should arrive at one to three USP’s, that are memorable emotional … Continue reading →

Posted in Marketing | Tagged , , | 1 Comment

How’s Your Sales Veocity

Posted on October 31, 2011 by asechmentor@gmail.com

I recently commented on a blog by John Kenny about increasing sales velocity, especially in the fourth quarter, and I thought I’d expand on it here. 1. Normally, the fourth quarter isn’t the best for everyone. Businesses are just trying … Continue reading →

Posted in Marketing | Tagged , , | 1 Comment

Lead Scoring

Posted on June 18, 2011 by asechmentor@gmail.com

This is an interesting technique to use if you’re in the position where you have a lot of leads coming in from whatever source and, even if you don’t, it’s useful to rate the customers you want to do business … Continue reading →

Posted in Marketing | Tagged , , , | 8 Comments

Tony Robbins and Chet Holmes on Sales: Watch Out

Posted on February 19, 2011 by asechmentor@gmail.com

Recently, in the Phoenix radio market Tony Robbins and Chet Holmes have been running radio ads about Chet’s promise to double sales in 12 months. The promise is all well and good, but it mostly won’t work, in my opinion, … Continue reading →

Posted in Marketing | Tagged , | 104 Comments