Articles for Sales Management Professionals

There’s a proven four-stepped call opening that can improve getting that new conversation whether on the phone or face-to-face. The four steps...

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!

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?

Most salespeople assume they know their customers. But how much of their awareness is based on what buyers wanted years ago?

How engaged are your buyers with your sales reps?

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?

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,

Have you noticed offering high-quality products backed by great service is just not enough today to gain a consistent competitive edge? 

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.