by Lucy Arkell | Aug 15, 2013 | Uncategorized
Sales managers have all seen this: a new or experienced sales rep who’s got everything it takes to be a top performer – maybe he or she even has been one – but the numbers just aren’t there anymore. You’re starting to wonder if maybe that...
by Lucy Arkell | Jul 29, 2013 | Uncategorized
Quite often, sales people fall into a sort of rut and most often, that rut is defined by the fall-flat sales questions they’ll open a conversation with. These questions create a groan as a response, though to be polite a person may not outwardly do so. Here are...
by Lucy Arkell | Jul 15, 2013 | Uncategorized
Corporate decision makers are the target of any sales team aiming to get into a medium- or enterprise-level business. They are generally experienced, savvy, and hard-to-sell gatekeepers to the target corporation’s business. Knowing a few things about them can...
by Lucy Arkell | Jun 28, 2013 | Uncategorized
One of the maxims always heard in business school is “change is good.” Change is often good, but only if change is really necessary. To paraphrase Ron White, why do you need change if the machine takes bills? In other words if things are working just fine...
by Lucy Arkell | Jun 13, 2013 | Uncategorized
Consumer indications are that our current economic climate is going to be here for some time, with growth happening only slowly as the economies of North America slowly rebuild. Because of this, sales managers and offices are being asked to do more with less, to...
by Lucy Arkell | May 30, 2013 | Uncategorized
For many businesses in this economy, a good way to boost sales is to hire more salespeople. Perhaps you let some go during the downturn or are building despite the sluggish economic rebound. Whatever the reason, there are a lot of talented people out there looking for...
