How many sales reps cringe when their manager schedules an all day training session?
To be a successful sales professional, you need to practice your craft. You would never run a marathon without the proper preparation. Yet many people are labeled ‘sales’ and expected to produce with no strategy, support, defined process, or training.
Unfortunately, sales training [...]
Wednesday, December 16, 2009
The first criteria of a successful sales rep? ORGANIZATION.
On a daily basis we interact with sales reps that miss meetings, forget names, emails, phone numbers, and even struggle using simple sales tools like Salesforce and Webex. It becomes easy for prospective customers to forget these reps and their products. Sales reps are a companies front [...]
Tuesday, December 15, 2009
The Benefits of Social Media
Last week, we wrote about the countless hours of productivity lost to Facebook. What about the potential benefit of social media for your organization?
Social networking allows any company the opportunity to broadcast a consistent stream of free marketing and PR to potential customers. According to Dell, more than $6.5 million in [...]
Monday, December 14, 2009
There is an old anonymous proverb, probably African in its origins that speaks to everyone in sales.
Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion also wakes up. It knows it must outrun the slowest gazelle or [...]
Friday, December 11, 2009
When a company looks to reduce cost and headcount, why are sales people the first casualties?
With exposure to all types of organizations, we see one constant. Successful sales resources are continually undervalued and misunderstood. The only employees directly responsible for revenue generation are constantly undermined, under supported, and kicked directly to the curb when organizations [...]
Tuesday, December 8, 2009
Social Media = Recession?
Everywhere we turn; the internet, TV, and Radio, we are bombarded with information about the global financial meltdown. The stories are all too familiar, families losing their homes, millions of lost jobs and extreme unemployment.
The real cause? FACEBOOK!
YES, I SAID IT! If companies calculate the amount of time employees spend updating [...]
Monday, November 17, 2008
Phone based meetings just aren’t the same as physical meetings. You lose that connection you make by looking the other person in the eye. You lose the ability to read the other persons body language and facial expressions, and you lack the visual ability to visually demonstrate or explain something.
Face to face meetings were not [...]
Tuesday, November 11, 2008
Best case scenario, you and your business won’t ever run into a hard-to-work with customer, and you won’t ever make a mistake and you won’t ever fail to deliver on time no matter the circumstances. But as we all know, things happen. Things can range from harsh weather, a decimal point in the [...]
Monday, November 10, 2008
During a credit crunch you may find it hard to get new leases or to drum up the money for a large IT expenditure, but a slow economy may also work in your favor allowing you to get the equipment you need at a huge savings by buying refurbished.
When times are tough many companies cut [...]
Sunday, November 9, 2008
The media is buzzing and everyone’s afraid to use the “R” word. We could be facing an economic hiccup, or a much deeper problem. That being said it’s a good idea to prepare for the worst… and make the best of it. Hopefully we aren’t talking about a recession but if that’s the case [...]
Monday, December 21, 2009
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