Sales and Sales Management Blog

A Positive Milestone: 1,000 comments As every blogger knows, it’s tough to get people to interact with you on your blog.  I took me a couple of years to finally get to the point where comments became somewhat frequent.  I’m pleased to say that this morning the blog registered its 1,000th...

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Turn Selling Around by Ram Charan     The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do. The entire psychological orientation is shifted 180 degrees. No longer do you measure your...

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Are you spending time at the chamber networking event or the morning leads exchange group and finding you’re just wasting precious time and energy for no return at all? Unless you’re an auto mechanic, a personal banker, sell cars, or are a dentist, the chamber event and the leads exchange group...

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Change is a natural part of all life and, consequently, a natural part of our sales lives.  Nothing is static; not our products, not our prospects, not our clients, and certainly not our competitors.  Change is the only constant.  But surprisingly enough, change as a central theme of selling has...

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Most of us who sell would love to get a number of quality referrals from each of our clients.  The reality for most of us is we seldom get referrals, and when we do, they’re usually no better than if we’d picked a name or company at random from the...

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Congratulations, you’ve just received several referrals from one of your clients.  Great job!  But hold on, you’re work has just started.  No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give...

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Why Customer Service Destroys Salespeople by Mark Hunter One position that has not been impacted by the economy is sales.  Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the way to a sour economy: Too many companies learned...

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“I started this company four years ago.  We’ve grown but not nearly as quickly as I envisioned, and honestly, we really can’t grow right now because we just don’t seem to have the processes and procedures in place and I feel I’m stretched to the breaking point.  I see exactly...

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Are You Really Making The Most Of Your Most Important Accounts? by Jonathan Farrington A vitally important sales activity is that of managing existing customer accounts to consolidate and grow the relationship. Yet unfortunately, when compared over time, the customers’ interest levels increase while salespeople’s interest levels tend to decrease. This creates...

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5 Fundamentals to Help Others Achieve Success by Kurt Theriault It’s All About Them! Managers often express how much they enjoy coaching because it provides the opportunity to help others become successful.  Yet various surveys, used to analyze the growing turnover trend, indicate that insufficient management support is a leading reason employees leave...

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