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Found articles: 39

  • Finding the Sales Job You Want

     I have hired and managed many hundreds of salespeople. In most cases, we spent a great deal of time and money recruiting them. Those few who called me directly almost always got an interview, even if we had to send them a plane ticket.More

  • The Power of Two - Marketing and Sales

     Leads: Salespeople need them, and Marketing Departments (theoretically) generate them. In a perfect world, the salesperson's challenge would be to keep up with the flood of qualified prospects that Marketing funnels out to them.In reality, however, the Marketing-Sales lead scenario often plays out like this:"We work our tails to the bone getting the salespeople leads, but they hardly ever follow-up with the prospects, and we never hear about it if they do," lamented Andy, the Marketing Manager, during a recent training program.More

  • Are You a Victim of the Financial Services Industry?

     Most buyers want to do business with people they can trust: Being trustworthy is key to successful selling. Yet, most salespeople who work in the field of Financial Services have been deliberately and calculatedly misled by their employer- usually a Brokerage Company or an Insurance Company. Is it any wonder that only 3 out of 20 people who enter the field survive?More

  • Overcoming Self-Doubt in Selling

     Anyone who has done any selling realizes that some forms of rejection are inherent in the selling process. Obviously, not everyone will buy.When a sale doesn't close, two types of salespeople emerge.More

  • Are You Worth Another $100,000 per Year?

     Equation Research recently published data indicating that the difference in income between Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do you fit in?Average Total Compensation of Salespeople*High Level Performers $155,055 Mid-Level Performers $93,499 Low Level Performers $64,990*Source: Equation Research: Sales & Marketing Management Magazine, May 2005About 10% of all salespeople are in the High Level Performers category.More

  • Execs' Top Priorities This Year: Acquiring & Retaining Customers

     Accenture recently published the results of their global study of Executive Priorities for 2004. Selling - acquiring new customers - is Priority 1, and Selling - Retaining Customers - is Priority #4. Selling is clearly a major concern among company executives.More

  • Sales Force Follies: The Tribal Wisdom of Many Sales Forces

     The tribal wisdom of the Dakota Indians, passed on from one generation to the next, says that when you discover you are riding a dead horse, the best strategy is to dismount.In many sales organizations, the heavy investment in existing sales practices makes dismounting unfeasible, and these creative strategies are adopted instead:1. Providing motivational seminars, tapes, and group sessions, to encourage riders to stay on their dead horses longer.2.More

  • Selling and Managing National, Global, and Major Accounts: It's Probably Easier Than You Think!

     Over the years, I've observed a couple of things about salespeople and managers charged with penetrating and managing Major Accounts. They experience additional pressures, reflective of the higher sales quotas and dollar volumes expected of them. They also mistakenly believe that distinct selling strategies are required to sell into key accounts.More

  • The Power of Good Timing

     Steve was very upset when he called me a couple of months ago. "I did exactly what you taught me. I made 1424 dials and presented 171 prospecting offers.More

  • Eliminate the Fear of Cold Calling and Rejection

     I've never met a salesperson who did not experience a fear of cold calling at one time or another. Almost all of them have their reasons for being reluctant to make cold calls, and most of them have no idea what really causes it. Their are two basic reasons for the fear of cold calling.More