Tag Archives: Sales

Coping with the ‘Recession’

Regardless of whether you think there’s going to be a recession, and the news media are doing their best, at least in the USA, to talk businesses into thinking recession. So, we are going to give you some tips for … Continue reading

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Back in the Saddle

I’ve been out of commission for about a month, because of injuries sustained in a fall, but I’m able to sit at my desk, and do posts. There are a bunch of things to comment on, which I’ll try to … Continue reading

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I happen to like Alibaba, and I like that they’re trying to get more American businesses to list their products (it doesn’t appear that services are allowed) on alibaba.com. But, there’s a big problem, $1395 big. Alibaba has stopped their … Continue reading

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Do You Know When It’s Time to Hire Professionals?

There’s a great article on Chobani, the Greek yogurt pioneer, and it’s founder, who almost lost it all because he didn’t build a structure of competent professionals to help him manage the business. But, the big question the article didn’t … Continue reading

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Marketing That Pays Off

Spend what you must on marketing, don’t worry about wasting some money, and figure out how to close the prospects your marketing generates. Continue reading

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The Missing Driver of Sales Excellence

OK, sportsfans, what is it? I have to confess I missed it when I read the headline. The missing driver is ‘ listening to the market’. This is interesting, because when we do sales consulting, the missing driver is often accountability. … Continue reading

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Sales Hasn’t Changed

I hear much discussion about how sales has changed.  There is a new paradigm out there.  Buyers are different.  They have more knowledge.  They are smarter.  They enter the buying process farther down the selling process.  I hear that sales … Continue reading

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Aligning your selling with the prospects buying process

Blog Response to “How B2B Social Sellers Align With Their Buyers – fm SmartBrief Online I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. I reviewed … Continue reading

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How to ensure success when transfroming your sales team

This is an excellent article that defines how to ensure that you transform your sales team into the selling approach you want. Transformation must be lead from the top. It must be practiced from the top. And it must be … Continue reading

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How to Drive Predictable Sales Results

Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe … Continue reading

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