5 Ways to Keep Your Team Motivated
Outside of money, which is not always the prime motivator in today's sales world, according to surveys, what can management do to keep a sales team motivated? Here are five tips that will help you give your employees a feeling of respect, sense of accomplishment, and...
7 Secrets To a Powerful Sales Proposal
We are often compelled to use sales proposal outlines that are formulaic. Often these are created with a "promise of success." More often than not, they fail to deliver. Those who read a lot of sales proposals know that most of them are underwhelming. They tend to...
Questions are Powerful Questions are Powerful
Reporters, journalists, and political debaters have one thing in common: they fully understand how powerful questions can be. In sales, questions are also an extremely powerful tool for both communications and control of the sales process. Most people are not swayed...
Preparing a Training Program, Part 2
In the first part of this series, we outlined what is required to make for a successful training program (be it sales or otherwise). In this final portion of the series, we'll discuss those methods with the goal of creating an overall training and development culture...
Preparing a Training Program, Part 1
In this two-part series, we will be outlining a basic plan for preparing and implementing a training and development program. We will assume that you already have goals set and just require a workable rollout schedule and strategic plan of attack to get things...
4 things your customers hate about you
Bad news. Your customers hate you. Alright, perhaps not, but if you are guilty of any or all of the following four things, they probably do. Customers can have a lot of potential reasons for disliking salespeople, but there are some things that are generally universal...