The Paradox of International Trade Shows

There is a paradox to exhibiting in an international trade show. And it has two parts. THE FIRST? It is unique because it is foreign. If it’s your first show, it should be a real adventure. If it’s your umpteenth overseas trip, you may view it as a drag, or look at it as an opportunity to maintain and expand relationships. THE SECOND? It is the same as doing a show in the US.

The Value of The Sales Team Assessment to the Sales Executive

Few if any Sales Executives ever have an outside assessment conducted of their sales team. However, this could be the single most valuable tool they might ever find to achieve their goals.

Sales Process Integration & CRM

Lots of companies fail to see the connection between developing a well defined sales process that's repeatable and scalable and the actual recording of sales activity, tracking and forecasting of sales results in a customer relationship, management or CRM system, also known as sales force automation or SFA.

Management: Becoming A Self Aware Leader

As a leader do you ever find yourself exhibiting behaviors that you later regret? Are you left feeling confused at how you might have gotten so off track? If so, I think you will recognize that having such blind spots is not a good thing. If you accept that then you have sufficient insight and wisdom to know that choosing to address this issue for yourself is a sign of strength and not weakness. This may be your opportunity to become a great leader!

Breaking the Financial Justification Logjam

Does your sales force seem to be treading water on certain sales opportunities? Is the same information coming to you each month when you ask penetrating questions about prospects? Does it appear progress moving an account to closure is bogged down? You say ‘there must be a way to break this logjam’. You feel just as stymied as your sales representatives. You wonder what moves to make and how to do them. Maybe a new (or revisited) approach is in order and an additional step or two needs to be taken.

Romancing The Clone

As everyone knows when you first get going in any new job, much less a career, you are for better or worse, subject to the influence of your immediate supervisor. Yet, without one who pays attention in guiding your activities properly, you can develop undesirable traits, which if left unchecked turn into career limiting habits.

Nine Hidden Dangers Of Wasting Your Time, Effort and Sanity On Nickel-and-Dime Cheapstake Buyers

There are some buyers out there who understand value but there are many of them who understand only price. And we have to be careful not to waste our time and sanity on people who buy professional services based on price.

Persistence at the Start Really Pays Off

We all have a tough time Prospecting. It is especially difficult to begin a prospecting process when you aren't used to it. Persistence at the beginning of any prospecting program is critical tot the success of the program.

Can Your Superstar Sales Person Become Your Superstar Sales Manager

Finding the right person to fill the sales management role is a common quandary in wholesale distribution. It can be especially challenging when a decision is based strictly on sales territory performance without regard for the specific skill sets required to lead a sales force-2005 has been a good year in wholesale distribution with some industries recording double digit growth rates. With market cooperation like that, most sales people are smiling as they hit or exceed their quotas. Deciding on the right sales person to promote to sales manager can become a difficult and risky decision.

Salespeople Enjoy the Price They Pay for Success

Are your salespeople guilty of throwing the same pitch to every batter? Are they in a rut? Are their professional selling skills stagnating?

What to Do When You Hit the Invisible Sales Revenue Ceiling

Have you ever hit a level of revenue that you just couldn't seem to break through? If you have, then you know how frustrating it can feel. You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level. Sales leadership had failed to understand their meaningful business metrics. This was the primary reason, as it is in most cases. They hadn't isolated the essential competencies and components. Therefore, their people couldn't self-compete to reach and maintain revenue goals. They failed to develop practices and processes that allow an individual to identify, train to and measure their own competencies and performance metrics.

Tracking For Profits

You can't manage what you don't measure...

Auto Sales Training

The time for the internet car buyers has come! Read about how they differentiate themselves from their offline counterparts and how you can benefit from knowing those differences.