Guest Column: Five Rules for Sales Disaster Turnarounds, Part 2
Note: To read the previous installment, click here. In Part 1, I related my experiences as the western region manager of a computer...
Managing Sales in Tough Times (Part 1)
As a sales manager, I was always amazed at the number of salespeople who sprinkled their performance reviews with all kinds of factors, with...
Managing Sales in Tough Times (Part 2)
Assuming you have followed the prescription detailed in the previous installment, you and each member of your sales team should now have: •...
Role Reversal—Mr. Mom Goes Shopping
The past two decades has seen a role reversal of sorts taking place: the traditional roles of men and women are being redefined to...
Sales’ Weakest Link: Sales Management
Having surveyed approximately 3,000 salespeople and trained over 4,000 sales managers across five countries, I've reached a rather alarming conclusion: A large percentage of...
10 Essentials for Successful Trade Show Exhibiting
The myriad complexities and variables associated with successful trade show exhibiting necessitate a careful, committed, and contemplative focus. In order to ensure this expensive...
CRM…or Expensive Junk File?
There has been a rapid commoditization of customer relationship management software, with a wide variety of choices now available and prices falling dramatically. Clearly,...
Be a Well-Loved Boss in 2009
Being a well-loved boss isn't about developing a cult of personality. In fact, you don't have to have fantastic people skills to win over...
Social Media Reality Check
Twitter handle? Registered—and tweeting who knows what. Facebook fan page? Created—and desperately seeking fans. Now what, exactly, do these things do for my brand?...
Stream It Like You Mean It
Last month, Esurance took the wraps off one of the more unusual promos to come along in the interactive-media age. Recruiting its cartoon spokesperson...
