Forget Sales Training: Seven Ways to Restructure Your Employees Skills for Ultimate Productivity
"We need sales training." This is a frequent statement made by senior executives that approach us for guidance (often after several failed attempts at...
Competitive Best Practices: Win-Loss Evaluation Research
Successful win-loss research programs are built around a well-tailored research tool that collects crucial information from decision makers and influencers who are involved in...
Death of a Sales Meeting: Time for a Change?
Faced with a weak economy and organizational imperatives to drive down costs, many companies are finding that once-robust travel budgets don’t stand a chance....
Getting More Referrals, Prospects, and Clients During a Downturn
It's hard enough to get more prospects and new clients during a booming economy when people have money to spend. So when the global...
Cabbie, Take Me to the Digital Age
Landing at JFK this week, I hopped into a spanking clean taxi, courtesy of that nice Mr. Bloomberg, and announced the location of my...
Referrals: Getting the Most From the Low-Hanging Fruit of Sales
Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are the byproduct...
Don’t Outsource Your Reputation
Of all the risks associated with outsourcing customer contact operations, none is more potentially damaging than the risk to the brand's reputation. A company...
Tough Times Reveal True Sales Professionals
During tough economic times, sales professionals feel pressure from every direction—the pressure to work more hours, dial more calls, discover new leads, close more...
In Defense of Advertising
The following e-mail exchange, edited slightly for space, took place recently between Sara, an out-of-work account executive, and me. Desperate for solace and encouragement,...
H1N1 Sales Impact & Implications
In April 2009, confirmed reports from the U.S. Centers for Disease Control revealed a new strain of the flu virus--known as H1N1 (swine flu)....
