You are entitled to qualified prospects, if you are willing to mercilessly disqualify anything less than your dream clients (and especially disqualify nightmare clients). You are entitled to work with companies and people that are mature in their business relationships, if … [Read more...]

So, you are looking for your first sales job? You are ready to embrace the role and all that comes with it. If you are going to pursue a career in sales, here are a few ideas you should consider as you begin to embark on a new career. You Want First Class Training and … [Read more...]

Last week I received an email from a friend. He congratulated me on The Sales Blog being named the Top Sales Blog for 2010, and then he told me that my blogging daily is too much and that it was hard for him to keep up. Why Daily? I write a blog post everyday because I am a … [Read more...]

There is more and more talk about social media and its impact on selling. They’re calling it social selling. It isn’t hard to tell that I love the tools and that they have been very good for me in regard to sales—and lots of other opportunities. But I am old enough to … [Read more...]

For your sales manager and your organization, your sales force automation is a way to measure activity, to manage the pipeline, and to forecast revenue and client acquisition. These are all fine and important reasons to use sales force automation. However, there are better and … [Read more...]

Your salesperson made a mistake. Perhaps it was even a big mistake. They went off the reservation and doing so cost them an opportunity. They failed. Now you want to make sure they understand what they did and what it cost; you want to make them pay so that they’ll never make … [Read more...]

Imagine for a moment that you are very, very hungry. Then imagine someone offering you a meal. Let’s say that this meal is one of your favorite dishes, as are all of the side dishes. It looks wonderful. It smells wonderful. It is going to be wonderful. But right before you … [Read more...]

As I almost always do, I closed yesterday’s post with a few questions. I write these questions so that, should you want to, you can start thinking about how you might apply any of the ideas that you believe might be useful to you and your business. Yesterday’s post elicited … [Read more...]

I know when a sales manager has made a serious hiring mistake. It’s a hindsight thing, but there are sometimes signs. When a salesperson leaves their job and sales to pursue a job that is not in sales, you know that you made a serious hiring mistake. The sign you are looking … [Read more...]

The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are … [Read more...]