Every day, more corporate mergers, restructuring, and downsizings are occurring. I remember when executives used to strive for stability, but that doesn’t often work now. The phrase “change is constant” has taken on a whole new meaning in today’s world. Most managers, as well as employees, aren’t fully equipped to deal with the emotional impact [...]
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Every Sales Pro, a Small Business Owner…
Big business muckity-mucks often underestimate the value of their salespeople. Small Business owners typically think they can handle sales themselves. Both are wrong. Neither understands that selling is its own business!
If you sell for a living, and haven’t considered yourself a small business owner, you are just as mistaken.
Regardless of what others may think, when you [...]
The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales force are reducing sales positions, marketing staff, and support functions. These actions, in turn, are reducing customer relationships and market reach. So how do you address the critical issue of reducing [...]
The SALES Snow Job…
“Git yer shovel and hipboots, Mollie. That slick sales guy’s back agin.”
When did you last encounter a slick, fast-talking sales-person who answered your questions like he was snapping a towel? A car dealership? Discount furniture store? Are these stereotypes? Sure, but the examples serve a purpose because they bring the worst images of sales [...]
The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales force are reducing sales positions, marketing staff, and support functions. These actions, in turn, are reducing customer relationships and market reach. So how do you address the critical issue of reducing [...]
Selling in a downturn : Playing to win over the competition
“Reduced spending by consumers and businesses expected through 2010”… “Household wealth falls by trillions”.. “Another increase in jobless claims”. These are the business headlines of today. They can strike fear in our hearts – we the executives and business owners, managers and entrepreneurs that are trying to succeed in this economy or they [...]
Be a Star, not a sales pretender
There are millions of sales people in the world, yet 20% of them drive 80% of the sales revenue and profits. Why is that? Why do so few drive the volume while so many just go through the motions?
The Sales Executive Council ™, a few years ago, published a white paper on research of how [...]
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What’s Your T-Shirt Say?
Would you agree that when you’re at the top of your game and performing at your best, that the business or part of the business that you run or manage improves?
Would you agree that your business reaps the benefits of your attitude and performance with improved productivity, as well as with enhanced reputation and increased [...]
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