As a recruiter, the best sales professionals whom I come across are not exclusively members of either a large or small organizations. They come from all corners, all walks of life, all races and backgrounds, all different types of companies. However, the one thing they share is a hunter mentality, passion for their work, intelligence […]

Sales associations are

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As Carle was walking back to her car after her first meeting with Ann, the COO for a small manufacturing company, she was worrying about her next call to Ann.  The meeting seemed to have gone well—Ann seemed to be genuinely interested, there seemed to be real potential for a sale, but she […]

June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week.
In addition, the association although fairly new has just reached 500 members. […]

Sales leads.  Coveted by salespeople—and equally hated by them. 
Having worked in sales all my life, first as a salesman, then in management, then as sales trainer and consultant, I’ve had the opportunity to see sales lead generation from all perspectives, especially from the view of the salesperson and their immediate manager.
Salespeople love leads.  They crave […]

Lessons Learned from a Podcasting Connoisseur
by Brian Carroll 
We all know that there is growing agreement that podcasts are a great way to share your thought-leading content.  
According to a study released by KnowledgeStorm and Universall McCann on the emerging role of new media, more than 41% of survey respondents claimed they listen to podcasts on more […]

WHY SALES FAIL
by Sharon Drew Morgen
(Note: this is an excerpt from my new book-in-progress – Why Sales Fail, or, I’d close more sales if it weren’t for the buyer)

   Are your sales cycles longer than necessary?  
   Are you losing business to the competition when you shouldn’t be?  
   Are you having trouble differentiating yourself?  
   Are […]

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 […]

Have you ever wondered why there are so many public speakers touring around the country? Do you marvel at the number of seminars coming to your town and wonder how all those seminar speakers can enjoy a good living and grow their businesses? While there are many reasons why a particular speaker enjoys success, in […]

While getting a large one time sale is always exciting, it is the repeat customer who is craved above all in sales.  Capturing those repeat customers and keeping them coming back is an essential part of any successful marketing campaign, and happy long term customers are great at generating the word of mouth advertising that […]