Articles for Sales Management Professionals

Join me as I share the definition of the real job of a sales professional…and what you can do to help your team fulfill this definition…so they can sell even more!

Join me as we talk about the three best areas you can invest in your team that can have the highest likelihood of increasing your team’s success so they can sell even more!  

The stickier your message - the longer it'll be retained by your customer - the more likely that will give you a competitive edge. Join me as we talk about immediately implementable ideas you can use…to make your team’s selling messages even stickier…so you can sell even more!

What can you do as the leader of your sales team to make sure your team actually has a new business prospecting plan that includes a set of expectations of how many hours a week or how many days a month you expect reps to be devoting to going after new business?

What kind of impact do you think it could have if each member of your sales team just tried one new idea each week for the next year?

Join me as I share an idea of ending every statement with a question to get your buyer more engaged…so you can sell even more!

The best way to stay competitive today is by continuously adjusting to our buyers’ current challenges and opportunities. When was the last time you interviewed your buyers to learn what they really value?

Since the early days of selling, satisfied customer testimonials have been an effective way to validate your great service and quality. How to best deliver these satisfied customer testimonials has changed,

Selling has changed. Sales calls today are briefer and it's harder to get buyers to talk with you. You’re also brought in later in their buying process after they’ve already made decisions.