Sales Management and Talent Insights

Critical to making your sales numbers is your ability to manage your time, your focus, your activities, and your outcomes. Here are three places to focus to make your number.…

In the aftermath of the global recession, acquiring customers is no walk in the park. As a result, much focus has moved from acquisition to retention as companies battle to…

Some sales people resist buying the company line. They resist buying the hype. They are too cool for school, pointing out that nothing is as good as it is made…

Because, in the competitive sale, the prospect has initiated an inquiry, your decision-maker has a built-in reason to cooperate with your need for information. While they rarely volunteer details, they…

For businesses and their hiring managers, the dent in the economy could mean finding top-notch talent who may have otherwise been unavailable. Here are five strong reasons why companies that…

No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be…

When I was appointed national sales manager of business credit information company Dun & Bradstreet South Africa, the company won the Hemispheric Sales Competition (a worldwide sales competition) for three…

“Paul,” said one of my coaching clients the other day, “I swear if I have to sit through another Monday morning sales meeting I’ll quit. They’re supposed to be an…

There’s a new trend in selling that takes its name from the tools and methods driving it. Sales 2.0 has its roots in the Web 2.0 movement and is making…