Smart Management: Five Job-Hunting Tactics for Getting Noticed
My area of expertise is helping companies improve their sales coverage models. I work with firms who are trying to figure out the best...
Smart Management: The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales...
Smart Management: Tips for Managing Transitions
With every day, more corporate mergers, restructuring, and downsizings are occurring. I remember when executives used to strive for stability, but that doesn't often...
When Money is the Object, How Loyal are Your Customers?
In a down economy, price sensitivity can trump loyalty as customers are forced to reduce their spending. Nationwide surveys have reported a decline in...
Smart Management: Effective Business Networking
In all phases of my career, but particularly now as a business owner, networking has played a critical role in my ability to be...
Smart Management: Is Your Sales Strategy in Need of a Change?
Companies that successfully weather turbulent times typically don't allow their sales strategies to remain constant. They tweak, modify, or even do a major overhaul...
Reconfiguring Marketing’s Flat Funnel
The concept of "the funnel" is a sacred cow in marketing. The idea of leads progressing through a series of steps of escalating interaction...
Smart Management: Pre-Call Planning for Success
Every salesperson would like to have more appointments with more decision-makers. The reality is, these are relatively rare events—particularly with regard to the C-suite....
How Variable Pay Pays for Itself
Winning companies today are recognizing the power behind shifting sales performance goals away from purely volume-based targets. The new focus is on a blend...
The Golden Rules of Negotiation
What's the most effective way in today's economy to increase your margins, close more deals and improve your team's success rates without spending a...
