Articles for Sales Management Professionals

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!

Buyers communicating and evaluating sellers through online platforms continues to grow. If you're in retail your buyers are likely on Facebook and Instagram. Business-to-business buyers are on LinkedIn and YouTube. How are you using this to your advantage?

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!

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?