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May 20, 2012 12:00 AM
Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. But what if their assumptions are wrong? Your company risks losing critical business.
May 14, 2012 06:26 AM
Baseball pitchers and salespeople both face the same question over and over: “What have you done for me lately?” The better question for a sales manager to ask salespeople and for a baseball manager to ask players is, “What have I done to help you lately?”
May 7, 2012 05:52 AM
I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in most almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessary hurt the sales effort, but if allowed to progress to extremes, or if multiple conditions exist at once, they can be extremely harmful.
May 4, 2012 05:50 AM
E-mail is a powerful marketing tool. That said, the full benefits of e-mail marketing are only truly realized when it’s used as part of an overall marketing strategy, as opposed to a vehicle for one-off messages.
May 1, 2012 08:31 PM
April 30, 2012 12:00 AM
When evaluating a potential sales training partner, there are a host of considerations and trade-offs. Best practices in evaluating sales training companies shows us that an objective assessment of a provider’s capabilities against your requirements is essential. Every company seeking the best solution for its needs will have a different list, with different priorities, but here are just some of the capabilities that should be considered during an evaluation process:
April 27, 2012 12:57 AM
April 23, 2012 06:36 AM
“I have people who will run through walls to get something done for Jerry.” -- Pete DeRaps, area merchandizing manager, Sure Winner Foods If you wish your team would work harder, produce better results and show initiative, start by looking in the mirror and ask yourself:
April 22, 2012 12:00 AM
Innovation and new ideas can’t just come from corporate leaders or the executive level. Innovation must be an “all in” proposition, says business innovation consultant Stephen Shapiro ( He lays out three core steps to achieving that:
April 20, 2012 07:01 AM
April 18, 2012 12:00 AM
Before she became a leading sales coach, author and consultant, Jill Konrath was a regional sales rep for a major computer maker whose office was in the same city as the company’s headquarters. Whenever a new product was introduced, marketing kicked off its road shows with Konrath and her colleagues.
April 15, 2012 12:00 AM
If you want to start your meeting with a twist that will raise some eyebrows, Jon Petz recommends trying this: “Hey everyone, please make sure your phones are out and on.” People — especially salespeople — are going to be interacting in your meeting and having digital dialogues at the same time you’re speaking. Why not concede the point?
April 15, 2012 12:00 AM
April 12, 2012 09:38 AM
A sales rep who had a long-term relationship with the head of an in-house printing group naturally expected to get the business when the company decided to outsource its printing services. The rep was shocked to find out the deal went to a competitor. His contact told him only that the other company offered a “better value.” The sales rep thought he knew the customer, but now he wondered, “What did the other guy know that I didn’t?”
April 9, 2012 07:35 AM
How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.” So, what happened? Could this loss have been prevented? In our experience of looking at thousands of win–loss reviews and talking to salespeople and sales managers, in most cases these last-minute surprises are caused by one of two problems:
April 7, 2012 12:00 PM
At a time when companies need engaged leaders and other employees willing to exceed expectations without promise of immediate increased financial remuneration, a new wave of respected thought leaders, including McKinsey, Harvard Business Review, PricewaterhouseCoopers and Aberdeen, acknowledge the effectiveness and strategic business value of non-cash incentives.
April 4, 2012 03:54 PM
It’s a question I’ve been asked again and again by journalists, sales leaders, sales training company CEOs, corporate learning and development executives, consultants and those evaluating sales performance improvement providers for their own companies.
April 4, 2012 03:54 PM
The generation of workers that proudly wore the sort of years-of-service pins that companies ordered by the gross has either retired or is about to. That’s not to say that younger workers aren’t proud of their companies and the things they achieve on the job. It’s just that they feel grown up and they’d like their recognition or rewards to reflect as much.
April 2, 2012 06:29 AM
You could have an endless budget to invest in training and it would only go so far if you and other frontline managers in your company aren’t invested personally in the process. “You’ve got to do a coaching session with your frontline managers because it’s essentially malpractice if you don’t,” says Tim Riesterer, Chief Strategy and Marketing Officer of Corporate Visions, a globally recognized provider of marketing and sales training.
April 1, 2012 08:52 PM
Marketers have an enormous arsenal of media outlets at their disposal, and there seems to be an infinite number of experts who postulate that one is more effective than the next. While some bet on the $2.7 million TV spot during the Super Bowl, others spend a fraction of that amount to create a one-minute capsule named “Will It Blend?” and post it on YouTube to be watched by over 50 million viewers. Many swear on the benefit of a strong presence in social media, while others still think their role is to offer their customers one loyalty program after the other.
April 1, 2012 10:39 PM
April 1, 2012 12:00 AM
PowerShot ELPH 530 HS One of Canon’s latest PowerShot cameras, the incredibly slim ELPH 530 HS is equipped with high-quality features and technological advancements to ensure superb image quality with every shot. Highlights include built-in Wi-Fi, a 3.2-inch wide touch panel PureColor System LCD, 28mm Wide-Angle lens with 12× Optical Zoom, Smart AUTO with Face ID and more. For more details, call Canon Special Account Sales at 866-50-CANON or visit
March 30, 2012 12:00 AM
Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis ( offers these five steps to close business without taking a huge bath on profits. Learn from history Show your salespeople that prospects who only buy on price are not the best customers for your business because, in the long-term, they are not profitable customers.
March 28, 2012 12:00 PM
E-mail is a quick and efficient way to reach a lot of prospects in a short amount of time. Dougles Chan is a recruitment and retention guru ( who uses electronic platforms to maximize his recruitment business. If you buy into the concept that marketing an individual shares many similarities with marketing products and services, Chan offers these e-mail marketing insights:  
March 26, 2012 12:00 PM
There are hundreds of possible inbound marketing metrics to choose from, and almost all of them measure something of some kind of value. These include SEO rankings, inbound links, articles published, content downloads, reach (e.g. Twitter followers, Facebook fans, LinkedIn followers, blog subscribers), comments, retweets, Likes, shares, clicks, traffic, leads…and so many more.