March 2016

How Mobile Is Driving the Future of Field Sales

No one likes paperwork, not least salespeople who want to spend their time meeting customers and selling rather than typing up reports. This is particularly true for sales representatives in the field, who have traditionally viewed updating the CRM system as wasted time.

The gender flap

Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn’t make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue’s cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.

‘Shark Tank’ Follows Our Lead on Extreme Sandbox

Back when he was entertaining viewers with his parody of a conservative TV talk show host on The Colbert Report, Stephen Colbert frequently crowed about the “Colbert Bump” – the increase in popularity that guests on the show enjoyed after appearing on the show.

What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team. They may even estimate the effect new selling tools or techniques will have (invariably, the prognostications are positive).

Getting Out of the Sales Prevention Business

All companies want to be in the sales generation business – but on National Salesperson Day, it’s an opportune time to ask yourself: are you actually and unwittingly in the sales prevention business?

The Tyranny of No Decision

The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be that your customer never makes a decision at all. We call it the tyranny of no decision.

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