We received an interesting question from Pamela that is applicable to all salespeople no matter their experience level:
“I have been told I can sell wood to a beaver.  How do I find the right product to become a successful salesperson?”
First, Pamela, I want to compliment you because you’ve asked one of the most important questions […]

Everyone who owns a business understands the importance of creating a winning sales and marketing plan. Every business owner also understands just how difficult creating such a plan can be. The world of business and the world of sales are notoriously competitive, and it can be difficult for a new company to get […]

(Although this article is written from the perspective of generating sales referrals, many of the same mistakes are made when seeking job referrals.) 
Referrals are touted as being the best prospecting tool in any salesperson’s toolbox.  According to sales legend, referrals are the key to becoming a top producer.  Virtually within 30 minutes of entering the […]

Is Your Follow-up Communication Guilty of Prospecticide?
By Paul McCord
Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted […]

Although often overlooked in the fast moving world of sales, the position of sales manager is in fact one of the most critical to any organization. From the smallest startup company to the largest multinational enterprise, the sales manager should be the glue that holds a disparate sales force together and helps them achieve both […]

How do buyers buy?  How do successful salespeople sell?  Are there ways to sell that are effective, ethical, and provide the customer with the opportunity to make decisions based on facts as well as emotions?  Is sales inherently manipulative and one sided?
Over the past two decades, these and many other questions about the sales process […]

Titles That Tease
by Anne Miller 
Imagine you are the buyer at Lexus. You see sales presentations every day—every business out there wants to nail a contract with a firm as esteemed as Lexus. As you settle into your seat for yet another Powerpoint slideshow by another hopeful vendor, a title flashes on the conference room screen that […]

There is no doubt that a position in sales management can be a challenging one. After all, managing a group of people is hard enough, but managing a group of enthusiastic self starters can be even more difficult. Every salesperson has his or her own idea about the best way to go about things, and […]

There are a myriad of techniques companies can use to get the word out about their business and all the wonderful things it has to offer. From direct mail and internet advertising to television and radio spots, there are plenty of advertising methods to choose from. All of these marketing techniques cost money, and it […]

Stop Looking for Lightning Bolts!
by Dave Anderson
In a recent interview with the Wall Street Journal the reporter asked what I thought the difference between good and truly great companies were.  I responded that it was the difference between interest and commitment and elaborated that good companies are interested in reaching their potential while the great […]