Category: Sales

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

Hiring top sales talent is tough which is why over time, most hiring managers develop their own system of interview techniques and questions to prosecute would-be sales reps. While I’ve shared some my favorite interview techniques in the past, when it comes to specific interview questions, I’ve got collections of... Read More»

3 Steps to Start Your Sales Coaching Efforts

3 Steps to Start Your Sales Coaching Efforts

There is a growing community of sales managers who prioritize people over metrics. They have emerged as leaders in the trenches who lead by example, guidance, and quality coaching. Few people know about these leaders because they’re heads-down, focused on building and developing their team. Sales team metrics…they know like... Read More»

Be a Better Negotiator by Forgetting Everything You Know

Be a Better Negotiator by Forgetting Everything You Know

I’ve learned so much about sales from being a father. Not the least of which is the tactful art of negotiation. From after school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal situation. “Daddy?”... Read More»

A Simple Formula for Creating Value

A Simple Formula for Creating Value

Whether you like it or not, you’re in a race for value. As you read this, existing and emerging competitors are figuring out new ways to replace you. Your only protection is your ability to continually create value for your customers. What is Value? Value is a perception of the... Read More»

130 Sales Tips for 2015: A New Salesforce E-Book

130 Sales Tips for 2015: A New Salesforce E-Book

Salespeople are constantly seeking to do more: up their productivity, stay motivated, and close more deals. But the landscape has changed quite a bit, and continues to innovate at a breakneck pace. While the technology allows you to connect with and understand your prospects, these same prospects are also doing... Read More»

Small Business Spotlight: The Frank Underwood Guide to Building Your Small Business Empire

Small Business Spotlight: The Frank Underwood Guide to Building Your Small Business Empire

This Friday marks the return of the most successful online series in history: House of Cards. The show is changing the face of an industry by proving that an original series can not only succeed online, free from the shackles of traditional cable networks, but that it can thrive. With... Read More»

How to Sell to the 4 Different Personalities Found in the C-Suite

How to Sell to the 4 Different Personalities Found in the C-Suite

You’ve called, you’ve emailed, and now you’ve got your meeting with one of the most influential C-Suite leaders in the industry. Your presentation is on point, and you’re ready to saddle up and ride. But, have you prepared for the executive? I mean, really prepared. Do you know how they... Read More»

How to Identify the Right Sales Management Style for You

How to Identify the Right Sales Management Style for You

One of the most important aspects of being a sales manager is your ability to positively influence your sales team. Only if you can affect the thoughts, actions, and behaviors of your sales team can you be an effective sales manager. Influence is critical to all aspects of your role... Read More»

Advice for Sales Managers: Always Be Prepared

Advice for Sales Managers: Always Be Prepared

As an Eagle Scout, I can discuss the topic of “Be Prepared” easily and, based upon my upcoming vacation next week, I could lend more credibility. I am leaving Friday morning, catching two planes and a ferry to end up on an island in the Caribbean. While that sounds somewhat... Read More»

What Have You Done for Me Lately?

What Have You Done for Me Lately?

You know those people who only reach out when they want something from you—the ones who drop off the face of the earth until they need a referral or a favor? After a while, don’t you find yourself thinking, “What have you done for me lately?” It’s easy to get... Read More»