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Are Your Salespeople Selling In The “Domain of Losses?”…If so It’s Costing You
The economic climate has changed the buying process, and thus the sales process as I discuss in my blog: Are you Enabling your Sales Force or Emasculating them?. Buyers are taking longer to make...
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Is Sales an Art or a Science….it Depends on Your Marketing
Is Sales an “Art” or a “Science”? There is no general answer that applies to all organizations as it depends…..it depends on your team’s demonstrated competency in marketing. (Believe it or not)...
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Sales is a Science When You Have Strong Marketing….an Art When Your Marketing...
Is sales and “art” or a “science”? It depends….is your marketing strong, or does it suck? In my last post: Is Sales an Art or a Science I shared how I opened a recent presentation to...
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”V” is for “Velocity of Message In New Cadillac Commercial”…without any words
The burden of clearly communicating your message is on you as the manufacturer and or supplier. Recognizing this you must develop a concise message that reflects the problems your product or...
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Leads,… Tire-kickers…, and Prospects…Oh my!
Nothing can throw a monkey wrench into the alignment of sales and marketing efforts like the lack of common terms we use all the time like ; “leads” , “inquires” and “prospects” . Nothing drives...
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Don’t Kick Your Salesperson’s ASS, …Help Them Find Their Number….
One of the easiest things a sales manager, (business leader) can do is resort to a; “boot on the throat”…” a throat to choke” ….and “Ass Kicking “mode. After all it takes very little effort,...
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Attention Entrepreneurs; You Can’t “Manage Fruit Ripe”
They say that which makes us strong can also be our biggest weakness. Entrepreneurs are no exception to this rule as our driven, confident, and focused nature can often inhibit new product...
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Two Reasons the CEO Should Not Run Sales
The role of CEO is hard enough, particularly in this shifting and changing economy. Balancing all the spinning plates you face each day is difficult without trying to lead and manage a sales team....
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Are Your Salespeople Afraid of the Dark?…Look For the Signs
If you have been in sales, led salespeople you know what it’s like when a sale “goes dark”. You had a “great meeting” , you listened, and you felt you heard the buyer’s pain, you followed up with a...
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Are Your Salespeople Playing “Feature and Benefit BINGO?”
Are your salespeople costing you revenue you should be winning by playing “feature and benefit BINGO?” The only way you truly know is if you or your VP of sales is traveling and working in the market...
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