The 7 Critical Elements to Sales Success Selling is one of those things that most CEOs think if they hire their team with a good resume of experience, poof…they can sell. How’s that workin’ for ya? That has been a badly failing method for as long as I have been in sales so lets
To Train or Not to Train Training Important vs. Effective Training is an important and ongoing part of sales force development. Not only initial product training but ongoing sales process training to include; prospecting, calling at the top of an organization, closing and the activities it takes to get there consistently. To Train “To have
Top Hiring Benchmarks A mid-size advertising and marketing firm were looking to expand. It truly needed an account executive to go out and call on organizations in the area to try to develop business for the firm. Denise was in charge of interviewing for the new account executive. true hiring benchmarks are often misunderstood. What
Today, more organizations are facing increasingly more competition, rapidly changing technology, slower market growth, and less product differentiation. This trend requires true professional selling to manage more accounts, build stronger relationships, sell to multiple buyers, and be much more creative when selling. Therefore it becomes much more difficult than it used to be to sell…
Being a leader is different than most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all she has been in sales for almost 8 years and has always been at the top of the leader board. She knows she will really
Being a leader is different from what most of us think it is. Most leaders are actually managers in disguise. Sarah was excited to be promoted to sales director. After all, she has been in sales for almost eight years and has always been at the top of the leader board. She knows she will
Top 5 Hiring Mistakes We all know the value of a good employee. In sales, this can make or break you. Are you hiring right?? 1) Looking for new employees when one is leaving. I think we all know the value of a good employee. Make no mistake, if you hire (and manage) right, your
Whenever I go anywhere – a lunch, a networking event, a fundraiser people are constantly giving me business cards, sometimes often before they say ”hello”. We put so much emphasis on these 2-by- 3 cards and for what? Do you think it’s going to sell for you? Have you experienced the people who hand out so
Your Best Salesperson is NOT Your Best Sales Manager! The most common question I think I get hands down is “Greta, where do I find a good sales manager?” or “Who on our team do you think would be a good manager?” Best Sales Manager? – Don’t Promote From Within Most of the time, CEOs
Are your employees a true fit? DISC introWatch this video on YouTube Are your employees a true fit? The following information is from the discprofile.com site. DiSC® is an acronym that stands for the four main behavioral styles outlined in the DiSC model of personalities. The lower-case i in DiSC identifies it as part of the
