In a recent LinkedIn discussion the question was asked, “Why do top telephone sales reps often wander around?” Is this common? And why is this an issue? There was a lot of discussion on the subject especially when “wandering around”…
Doug Wick of Positioning Systems tells me that more and more of his clients are shifting to add a telemarketing effort to their sales teams. Implementing a telemarketing program today is a lot easier from a technological standpoint. However technology…
There's talk in the sales industry that the "old" type of salesperson -- money-motivated and highly persuasive, is no longer needed. Instead according to some self-appointed new thinkers, the new era calls for a kinder and gentler type of salesperson.…
Can the Advanced Hiring System be used for a picking a spouse? Humbly, I’d like to suggest that the best strategy for wife selection comes from the heart. In 1976 I’d never heard of personality profiling, and, frankly, I’d probably…
I used to travel a lot for client meetings before the entire set of Internet tools existed for online meetings. One client meeting comes back to haunt me. My client was having a terrible time meeting his revenue goals. When…
Business is tougher than ever. More competition is coming every day. It requires a special type to succeed in sales in today’s environment. If your sales team isn’t made up of smart, innovative, outside-the-box types, you’re living on borrowed time.…
Hi there Quick thoughts… Most people who hire salespeople have not become aware of the way things have changed over the last 10 years with sales applicants FACT: Just ten years ago (and maybe even less) for an applicant to…
