If Price Really Matters - January 20, 2010 Price has always been a main reason that keeps sales people from selling. At least, that's what sales people say. Here is some humorous evidence to the contrary.

The Business Executive's Dilemma: Should I Promote My Top Sales Person to Sales Manager? - December 05, 2009 Before promoting your top sales person into sales management, make sure you're making the right move for your company and the sales person.

White Paper: Are There Criminals On Your Sales Team? - November 30, 2009 Every employer fears unknowingly hiring a criminal. There are things that can be done to mitigate that risk if an effective criminal background screening program is put together. The operative word is "effective." This white paper will help you identify the important components to structure a criminal background check program for your salesforce.

LinkedIn Is a Waste Of a Sales Person's Time! - November 01, 2009 There are many misconceptions about LinkedIn. It's not just for job searches or networking. It is a unique lead generation platform.

The Sales Person's Kryptonite...The RFP! - October 23, 2009 RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!

Secrets Buried In a Sales Person's Resume - October 15, 2009 The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.

The Two Most Powerful Words That Will Make You Sell More - September 25, 2009 Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level.

Building Your Sales Metric Management System In 4 Easy Steps - September 08, 2009 Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

The Power of A Needs Analysis Strategy When Recruiting Sales Candidates - July 23, 2009 Your needs analysis strategy is your key to successfully recruiting the right sales people.

Beware of Hiring Your Competitor's Sales People - July 16, 2009 Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.

Robotic Selling - July 15, 2009 The sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling.

How to Hire the Right Vice President of Sales - March 03, 2009 Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.

The Epidemic That Is Killing Sales Pipelines - February 06, 2009 Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.

The Unprecedented Sales Management Challenge for 2009 - January 01, 2009 Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.

The Sales Person's One-Word Job Description - December 15, 2008 Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.

Sales Manager: Job Title or Specialized Skill - November 04, 2008 Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.

The Equilateral Triangle Model for Developing Sales Compensation Plans - October 06, 2008 Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.

The Secret Peril That Causes Sales to be Lost - September 14, 2008 One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.

Conversion! Drive Attendance to Your Seminar - September 14, 2008 There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that yo

"I Do!" Design An Offer That Commences The Sales Marriage - September 14, 2008 The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.

Strategies That Get You Hired - August 05, 2008 If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.

Motivate Your Sales Team to Crush the Tomato - August 01, 2008 Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?

What Is Leadership? - July 17, 2008 People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.

Your Sales Need a Little R & R - July 08, 2008 Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!

Compensate to Motivate - July 01, 2008 Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.

Secrets To Effective Sales Person Onboarding - June 24, 2008 Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™.

The Second Dimension of Screening Sales Talent - March 29, 2008 Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.

Sales Candidate Attributes: Desired or Required - March 17, 2008 Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.

The Sales Person's First Day - February 20, 2008 Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done

Priming the Sales Applicant Pump - February 18, 2008 Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.

Try Before Buy - January 29, 2008 In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.

Motivating the Passive Sales Candidate - January 15, 2008 Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?

Are Job Applicants Destroying Your Brand? - December 18, 2007 Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn't need to be this way.

Will You Pass the Flinch Test? - December 05, 2007 There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.

When the Sale Doesn't Happen - November 27, 2007 In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.

"Why Can't I Hire The Right Sales People?" - November 15, 2007 A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.

Identifying the Right Sales Talent for Your Company - November 15, 2007 Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.

What's The Plan? - November 07, 2007 If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.

The Most Underutilized Strategic Advantage - October 29, 2007 Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.

What Every Sales Person Could Learn From the Yankees - October 22, 2007 The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.

5 Keys to Hiring the Right Sales Manager - October 17, 2007 There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.

Can't Sell Today - October 15, 2007 There are a million excuses why your sales people can't sell today. Here's an entire calendar of funny (yet, not so funny) sales roadblocks.

Close Doors, Not Sales - October 10, 2007 You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.

Migrating from Vendor to Partner - October 09, 2007 There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.

Finding the Right Home for Your Sales Skills - October 09, 2007 Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.

12 Keys to Tuning Up Your Sales Force - October 09, 2007 Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.

The Secret to Overcoming the Price Objection - October 08, 2007 If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.

5 Keys to Ensuring a Spectacular Sales Training Engagement - October 08, 2007 Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.

Successful Selling and the Theory of Relativity - September 14, 2007 Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.