Title: Sales and Management Blog

A Couple of Blog Milestones and Some Other Stuff

Published on Fri, 05 Feb 2010 14:21:55

A Positive Milestone: 1,000 comments As every blogger knows, it’s tough to get people to interact with you on your blog.  I took me a couple of years to finally get to the point where comments became somewhat frequent.  I’m pleased to say that this morning the blog registered its 1,000th comment.  Not a giant milestone, read more..

Guest Article: “Turn Selling Around,” by Ram Charan

Published on Tue, 02 Feb 2010 16:07:21

Turn Selling Around by Ram Charan     The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do. The entire psychological orientation is shifted 180 degrees. No longer do you measure your own success first. Instead, you read more..

Networking That Really Works: A FREE Prospecting Webinar on Feb 18

Published on Mon, 01 Feb 2010 14:34:07

Are you spending time at the chamber networking event or the morning leads exchange group and finding you’re just wasting precious time and energy for no return at all? Unless you’re an auto mechanic, a personal banker, sell cars, or are a dentist, the chamber event and the leads exchange group probably aren’t going to help read more..

Book Review: Selling Change: 101+ Secrets for Growing Sales by Leading Change by Brett Clay

Published on Sun, 31 Jan 2010 16:16:36

Change is a natural part of all life and, consequently, a natural part of our sales lives.  Nothing is static; not our products, not our prospects, not our clients, and certainly not our competitors.  Change is the only constant.  But surprisingly enough, change as a central theme of selling has seldom been addressed head-on.  Brett read more..

Want Referrals? Find Them, Then Have Your Client Give Them to You

Published on Fri, 29 Jan 2010 18:27:44

Most of us who sell would love to get a number of quality referrals from each of our clients.  The reality for most of us is we seldom get referrals, and when we do, they’re usually no better than if we’d picked a name or company at random from the phonebook. Asking For Referrals Will Get read more..

Keep Your Client in the Loop After You Get the Referral

Published on Sat, 23 Jan 2010 15:55:54

Congratulations, you’ve just received several referrals from one of your clients.  Great job!  But hold on, you’re work has just started.  No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are read more..

Guest Article: “Why Customer Service Destroys Salespeople,” by Mark Hunter

Published on Tue, 19 Jan 2010 15:30:41

Why Customer Service Destroys Salespeople by Mark Hunter One position that has not been impacted by the economy is sales.  Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the way to a sour economy: Too many companies learned the hard way that their read more..

Leading the Rapid Growth Organization

Published on Sun, 17 Jan 2010 21:09:47

“I started this company four years ago.  We’ve grown but not nearly as quickly as I envisioned, and honestly, we really can’t grow right now because we just don’t seem to have the processes and procedures in place and I feel I’m stretched to the breaking point.  I see exactly where we need to be read more..

Guest Article: “Are You Really Making The Most Of Your Most Important Accounts?” by Jonathan Farrington

Published on Tue, 12 Jan 2010 16:09:54

Are You Really Making The Most Of Your Most Important Accounts? by Jonathan Farrington A vitally important sales activity is that of managing existing customer accounts to consolidate and grow the relationship. Yet unfortunately, when compared over time, the customers’ interest levels increase while salespeople’s interest levels tend to decrease. This creates a “relationship gap” and is read more..

Guest Article: “5 Fundamentals to Help Others Achieve Success,” by Kurt Theriault

Published on Fri, 08 Jan 2010 18:18:13

5 Fundamentals to Help Others Achieve Success by Kurt Theriault It’s All About Them! Managers often express how much they enjoy coaching because it provides the opportunity to help others become successful.  Yet various surveys, used to analyze the growing turnover trend, indicate that insufficient management support is a leading reason employees leave a job.  The best way read more..