Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that […]

Flip through some random job descriptions for frontline sales managers on CareerBuilder or Monster. Take a look at the job descriptions for frontline sales managers from a number of industries. Look closely at the responsibilities and duties the manager is expected to handle. What do you find?

For most sales managers, data isn’t a gold mine of opportunity—it’s a quagmire of senseless boredom and useless numbers signifying nothing—with one exception, of course, that bottom-line sales number.
Managers who are not working with sales metrics technology have access to a fair amount of data that can help them manage and coach their sales teams […]

I’m looking for a few salespeople, sales managers and corporate executives to interview to be featured on The Management Curve blog.  The Management Curve is a blog dedicated to examining and discussing how the new sales technologies of Client Relationship Management (CRM), Sales Performance Management (SPM), and Sales Force Automation (SFA) is changing and will […]

There is a new debate just beginning to bubble to the surface and it promises to be lively and the views divergent. Forty years ago computer technology sent a man to the moon. Thirty years ago computer technology began taking over the running of autos, trucks, trains and the rest of our transportation system. Twenty […]

Today my friend Lee Salz of Sales Dodo fame launches a new business site designed to help salespeople, managers, business owners, professionals, and other business people increase their efficiency and effectiveness.  Business Expert Webinars offers business only related webinars that cover the spectrum of business topics.
Lee has gathered together an incredible group of over 120 […]

What any individual Sales Leader actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organization of functions within it, and perhaps their own special ability. They may carry most or all of the responsibilities which would be those of a Marketing Manager, if […]

Independent, tech-savvy, social, and optimistic ? why are these “kids” so hard to manage?
Seasoned sales managers are facing challenges managing new Millennial’s, also known as people born after 1980. These new sales professionals have a different approach to life. This greatly impacts their ability to sell effectively.
Understanding them and some key events that took place […]

There was a time when marketing and advertising were viewed as seat of the pants processes, based on gut feeling, hope, and simply looking at the overall results to determine whether they were ‘working.’
Instead of trying to understand marketing as a quantifiable activity, the marketing department would simply generate a number of targeted activities such […]

Keeping Your Sales Team Motivated
By Frank Rumbauskas
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even […]