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 […]

One would think that having spent over 5 decades living in an irrational world I wouldn’t be particularly surprised by the irrational behavior of companies and their managers.  I have to confess, I’m still stunned by some of the generally accepted behavior practiced by management at many companies. 
Although much of this behavior is associated with […]

A new team has been formed group of 26 top sales and sales management trainers from around the globe, Top Sales Experts, to join forces in establishing a new format for providing sales and management training and resources.  Each member is outstanding in their particular areas within sales and sales management training.
The group has been […]

Time is something none of us has enough of.  In order to help us maximize our time, we look towards technology.  Unfortunately, there is so much new technology on the market with new stuff appearing daily, it would take most of our time just to find and research the new technology that can save us […]

I can’t help but be reminded of Edvard Munch’s painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of their marketing.   
In the painting, Munch places a man on a bridge, hands to mouth, screaming as loudly as he can.  Behind him, the land, river, and […]

Dave Anderson has just released a series of 3 great little books:
TKO Management: Ten Knock Out Strategies for Becoming the Manager Your People Deserve
TKO Sales!:  Ten Knock Out Strategies for Selling More of Anything
TKO Hiring!:  Ten Knock Out Strategies for Recruiting, Interviewing, and Hiring Great People
I was privileged to be one of the people Dave […]

UNDERSTANDING NEEDS DOES NOT CLOSE A SALE
by Sharon Drew Morgen  
This past week I placed 700 cold calls. That’s right. Seven hundred. Count ‘em. I have been seeking visionary sales training managers that have interest in licensing new program content (Buying Facilitation or Facilitating Buying Decisions) and it’s impossible to find visionaries through mainstream marketing. […]

Trust, Prospects, and Communication
by Paul McCord 
What are you doing with those prospects that are in your database that aren’t readyto purchase yet?  Are you in the process of establishing trust and good will—or are you demonstrating that you aren’t trustworthy or that you really don’t have anything of value to offer? 
Whether you’ve considered it or […]