Tips for Better E-Mails
E-mail remains one of the most effective marketing tools for most businesses. It’s easy to automate and highly efficient at bringing in qualified new...
Keeping the fire hose from drowning you
No sales manager says that marketing is working too well — that his team is getting too many leads. Complaints about the quality of leads are...
Big changes – start small…right away
Leaders make great speeches about new visions and changes of direction. Resources are allocated to make these happen — training, analyses, etc. — but too often, six months...
Create Conflict to Move Your Team Forward
If you want to develop a sales team that dominates its market, you’ll go out of your way to nurture and fan the flames...
Trustability test
How will your company fare in the era of trustability? One indicator is how you’d answer these questions based on how things work at...
What product can you tie in with?
“Why the heck is that in here?” she asked.
She answered her own question the next time we went grocery shopping when she asked for...
Finding the Employee Ignition Switch
If your brand’s position in the market leaves something to be desired, it’s natural to look at any number of areas for improvement –...
6 Sales Assumptions That Have Big Costs
Assumptions are full of risk. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and...
Questions are the Answer
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...
Five Common Afflictions of Sales Teams
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...
