Articles for Sales Management Professionals

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.

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

Join me as I share ideas your team can use to focus more on problems instead of just symptoms…so they can sell even more!

So how are all these latest tariffs impacting your ability to sell and support your customers? The reality is tariffs keep changing and impacting your selling efforts and customer relationships.