Do sales managers have time to manage the sales process?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

Continue Reading →

If you sell you are using a sales process – is yours optimized?

Over the last two decades, I have talked to an awful lot of salespeople about their sales process. Many start by telling me they don’t have one and don’t need one for a variety of reasons. Rather than resisting the idea of process, for whatever reasons, there is a much more useful perspective to take…

Continue Reading →

What should the sales manager really do – Part 2?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

Continue Reading →

Has Social Media Really Changed Sales?

It is very popular these days to talk about how much sales has changed. Much of the alleged change is attributed to the internet and social media, but is that really true? Social Media indeed offers more tools to generate leads, engage with customers and for all parties to find and share information. But for…

Continue Reading →

What should the sales manager really do?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

Continue Reading →

Are you answering the wrong sales questions?

Asked and Answered – practically an instinct. Someone asks us a question, so we answer it. In sales, this could be hurting you. Now – what the heck am I talking about. Let me illustrate I have a MacBook Air – that super thin laptop from Apple. People see me use it when I give…

Continue Reading →

Is someone (specific) holding your salespeople accountable?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

Continue Reading →

Sorry TED, you can motivate salespeople with money

The idea that money motivation doesn’t work in sales has become quite popular these days. Journalists, social scientists and others who have never worked in sales, or really in business at all have latched onto this seemingly noble idea about human beings. One TED talk in particular on the subject has gone viral with the…

Continue Reading →

Eliminating sales objections with Front Loading

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

Continue Reading →

Sales personality is a myth and a distraction from the real drivers of sales success

People want to believe that there is a personality that is best suited for sales. There is not. Believing that one exists is a distraction from the true drivers of sales success. In my four years of blogging, questions about sales personality are among the leading drivers of Google traffic to my web site (I…

Continue Reading →