This is part six of The No Excuses Guide to Selling Without a Sales Manager (this link is part one). Read part two: Choosing Your Sales Goals and Accountabilities. Then, read part three: Building Your Sales Activity Plan. Then read the two companion pieces, part … [Read more...]

This is part five in a series of posts entitled The No Excuses Guide to Selling Without a Sales Manager (part one). You can read part two, Choosing Your Sales Goals and Accountabilities, part three, Building Your Sales Activity Plan, and part four, Reviewing Your Own Sales … [Read more...]

This is part four of a series called the No Excuses Guide to Selling Without a Sales Manager (part one). You can read part two,Choosing Your Sales Goals and Accountabilities, and part three, Building Your Sales Activity Plan before reading this post. Or, you can go ahead and … [Read more...]

This post is part three of The No Excuses Guide to Selling Without a Sales Manager (part one). Read part two Choosing Your Sales Goals and Accountabilities first. You know what you need to accomplish and by when it must be accomplished. You have your long-term goals, as well … [Read more...]

This is part two in a series on The No Excuses Guide to Selling Without a Sales Manager. One thing that a good sales manager does is set goals and accountabilities. These two activities are vital to both the salesperson and the organization. Goals help the salesperson know what … [Read more...]

Young people have a lot of questions as to what their first sales job should be. They want know what industry they should pursue, how to get their first job and, of course, their compensation. These questions are nowhere near as important as two other questions that aren't asked … [Read more...]

I am an enormous proponent of Toastmasters. If you want to learn to speak in public, there isn’t anything more effective or faster. Honestly, for the first couple years, I didn’t use my time at Toastmasters as well as I might have. For good or for ill, I have the ability to … [Read more...]

Jim Fiorini and I had a recent exchange about my post on the Internet being the weapon of mass distraction. Our exchange brought to mind how often sales managers and hiring managers hire someone who is an outstanding interview only to have a different person show up for the … [Read more...]

Sales organizations win opportunities. Sometimes you unintentionally win nightmare clients, and it is impossible to serve them well. But other times you win a dream client that is demanding and difficult to serve. These difficult to serve dream clients aren’t on the low end … [Read more...]

The Internet is a wonderful tool. Outside of the human brain, it is undoubtedly the greatest resource of its kind that the world has ever known. It connects us to knowledge and information, and it connects us to each other. You know how important the Internet is when it’s down … [Read more...]