Hiring Tips - How to Hire Successful Sales Reps

This article on How to Hire Successful Sales Reps reveals the ONE technique you can use to identify and hire top performing sales reps. Learn how to ask the best questions to uncover who the real sales reps are and who is just going to waste your time!

People Don’t Buy Relationships, They Buy Specific Proposals

There has been a lot of ink spilt over the topic of customer relationships. But people don’t agree to developing relationships, as a general rule. They buy specific proposals, says top speaker, international consultant, and popular commentator on radio and TV.

Feasts, Failures and Food for Thought

Feasts, Failures and Food for Thought The Three Biggest Mistakes Sales Managers Make

The Miraculous, Curative Power of Selling!

Jim’s dad died when he was just 15, and he had a stay-at-home mom who didn’t have marketable skills. So he dropped out of high school to work, choosing encyclopedia sales as his ticket to an income sufficient to support himself and his mom. There was only one small, technical difficulty. Jim had a terrible speech impediment, a stutter, so how could he make it through presentations? Read on, and you'll learn how selling cures all ills, including Jim's...

Sales Training Speaker Rates Sales Prospecting Training

Is Sales Prospecting Training a Key Element to Your Sales Results?

How To Deliver More Next Year With Less!

Year on year, sales leaders are being asked to achieve improved results with fewer resources or, at least, more from the same. To most Sales Directors, the attainment of a permanent increase in sales revenues must seem like the search for eternal youth; unending and, ultimately, unavailing.

The Sky Isn’t Falling – The Sky Isn't Falling

Sales failure is not a single, cataclysmic event. Sales stagnation, territory shrinkage and lost market share doesn’t happen overnight. Failure is the inevitable result of an accumulation of poor thinking, poor planning and poor choices. To put it more simply, failure to grow sales is nothing more than mistakes in judgment, complacency or the attitude of being in a comfort zone repeated every day. Now why would a sales person make these kinds of errors in judgment day after day? The answer is because they don’t even realize it or even if they do he or she does not think that it matters.

Recruiting and Retaining Top Sales People

Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related to bad hires then it means you don’t fire well. You are not holding people accountable. If that’s the case, it only stands to reason that you are probably overpaying a sizable portion of your sales force, as they are not performing as “A” players.

50 Marketing Makeovers for 2007

How many marketing tasks did you actually accomplish last year? Pull the trigger in 2007. 95% of marketing is action. Here are 50 Marketing Makeovers for 2007.

Sales Management Is All About Motivating

Resolve now – right now – that you will give motivation priority. Don't be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their job. Your intention should be to make people feel, individually and as a group, that they are special. Doing so is the first step to making sure that what they do is special.

Two Potential Sales Manager Errors That Will Destroy Sales Teams

There are a great many things that sales managers are called upon to handle in the course of business. Along the way, there are a couple of serious traps that lie in wait for the sales manager who lets his or her ego distort sound business judgment. This will result in sales teams being torn apart.

3 Ways of Pricing – Why Value Pricing is the Best

There are three principal ways you can set your price: 1. Cost plus: decide how much profit you want to make and apply the margin to the cost. 2. Competitive pricing: check out your competitors and price against them, or just below. 3. Value pricing: value your total proposition and charge a fair price for the service you provide. Which is right for your business?

Prosperity, Is It Actually Weakening Businesses Today?

This is a very prosperous time for most people living in developed nations today. Consumers continue to desire the latest and greatest in virtually every economic sector. Could it be that this unprecedented prosperity is actually setting up many businesses for catastrophic failure?