5 Tricks to Convert Your Average Sales Reps Into Sales Ninjas

Research shows that 55 percent of people selling are in the wrong profession. Another 20 to 25 percent have the essential attributes to sell, but they should be selling something other than what they are currently selling. An efficient salesperson is one with many impeccable characteristics.

Top Performers Can’t Be Ignored

When it comes to coaching, most sales managers either devote their time to rescuing the worst players or gravitate to the best players. In “The Sales Manager’s Guide to Greatness,” author Kevin F.

Why Sales Is a Great Entry-Level Job

“Nothing happens in business until somebody sells something.”

A boss I had early in my career made that comment to me. Now, 30 years later, I truly understand the brilliance of that simple statement.

It’s All About Your Buyer’s Situation

The great persona crackup continues.

Does Trump fit into your customer conversations?

A 2017 survey of 500 full-time employed Americans commissioned by BetterWorks, a California-based software company, finds that workers report spending an average of two hours per day reading political social media posts.

Lead or get out of the way

U.S. President and five-star general Dwight D. Eisenhower used a simple exercise to illustrate the art of leadership. He laid an ordinary piece of string on a table and explained, “Pull the string and it will follow you wherever you go. Push it and it will go nowhere at all.

The Hidden Impact of Poor KPI Selection

On September 8, 2016, Wells Fargo announced it would pay the largest penalty ever - $185 million in fines – since the inception of the CFPB in 2011.

11 Bad Habits that Can Destroy Your Inside Sales Productivity

Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating.

A Passion for Beer and Staying Independent

In 1984, Jim Koch, then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery. Today, Koch is a billionaire and Boston Beer Co. is the second-largest craft brewery in America.

Frothy insights

I plead guilty to enjoying a cold beer or two, and I’ve watched with amazement as the decade-long bull market in the craft beer industry shows no signs of abating.

5 Sales Mistakes to Avoid in the New Digital Environment

Now that everything and everyone is online, we live in a world of information overload. Getting people’s attention is harder than ever. With so much access to choice and knowledge, customers are taking their purchase journey online, where the influence of salespeople matters less and less.

3 Things Great Sales Managers Do Differently

Whenever I meet with sales managers, I ask them to do a quick exercise where they grade each of their reps on two factors: skill and attitude.

Creating a High-Five Culture

Ghost In the Machine: Marketing, Machine Learning and Artificial Intelligence

The current dialogue around machine learning – the ability for a computer to accumulate and adapt to new information without human intervention – tends to focus on either the accessible, high-concept innovations like driverless cars and robot chefs, or jargon-heavy discussions about algorithms an

Four Marketing Pillars to Build a Business as Strong as The Parthenon

Dating back to Ancient Greece and Egypt, monumental structures have relied on the strength of stone pillars, working together to support an immense amount of weight and pressure.