Home Sales is the lifeblood of any business. After all, you can’t have a bottom line unless you have a top line. That is why so many businesses need to know how to find good salespeople. Their very survival depends on it! Good Salespeople Are Hard to Find Is sales recruiting easy? Absolutely not. Study after study shows that how to find good salespeople is one of the biggest concerns facing organizations today. In fact, the ManpowerGroup Annual Talent Shortage Survey consistently reports sales and marketing positions as one of the top three hardest to fill. Year after year, country after coun ..read more

Home Email is one of the most important and commonly used business correspondence tools, however few people use it to communicate effectively. Here are some business email etiquette tips to help you write better emails: Email Etiquette Tips for Business If you use email for business (and really who doesn’t these days), here are some basic tips to help you use it to communicate more effectively: Keep your email short and to the point. Always think to yourself, what is the purpose of this email? Know what you want and what you are asking for, and then make a short and specific request for it ..read more

Home Are you always asked to lower your price? Does every prospect start to negotiate with you? Most salespeople would answer with a very definitive yes! The real question is how do you respond to a price negotiation request. Are You Always Asked To Lower Your Price? Are you always asked to lower your price? Of course you are! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price ..read more

Home In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow. But in today’s high tech automated business world, it not enough just to have a CRM. You also need to know how do you create a CRM that is specifically suited for your business. In other words, how should your CRM be designed and customized to maximize your lead generation and sales opportunities. It doesn’t matter whether you are a direct sales representative, a small make-your-own wine store, a chiropractic clinic ..read more

Home The importance of the sales manager’s job function cannot be understated. The sales force drives the company’s revenue, and it the sales manager’s job to drive the sales force. Simply put, if the person who is handling the sales manager’s job function does not perform, the company does not generate cash, and the company does not survive! So given how critical the job is, what are the key skills a sales manager must have to be effective? Top Skills for Sales Managers Sales expert, Brian Tracy wrote that the 3 top skills to being an effective sales manager include recruiting, training and ..read more

Home The working world drastically changed when organizations were forced to flee their offices in response to the COVID-19 pandemic. In the blink of an eye, business owners and managers worldwide were asking themselves one question. How do we manage our remote workforce effectively? In fact, the stay-at-home orders caused a bit of a challenge for business owners, managers, and employees alike. Their environments were now reversed. With that reversal came the need for innovative ways to manage these remote workforces. Now, as time has passed, it’s clear remote work is here to stay. Organizati ..read more

Home The Linkedin Sales Prospecting Funnel Are you wondering how to manage your Linkedin connections? Are you struggling to nurture your online relationships through your sales funnel so you can generate actual prospects? Well believe me, you are not alone! I too was pulling my hair out trying to figure out how to manage my Linkedin connections and prospecting activities. Then I found a free Chrome Extension called My Most Trusted. How I Was Wasting Time on Linkedin I have been networking online with Linkedin for years now. What I found though is I was wasting a lot of time doing the same repe ..read more

Home Are you looking for some quick job search tips to find your next sales job? They say if you are good in sales, you are never unemployed. The problem is that if your sales job is not a good fit for you, not only are you not as happy as you should be, you are simply not earning the income you could. These tips will point you in the right direction to find your dream sales job. B2B Sales Connections Quick Job Search Tips The Best Quick Job Search Tip? Access The Hidden Job Market! Posts about quick job search tips for salespeople rarely even include a mention abot the hidden job market. Un ..read more

Home What does the best sales organization chart look like? How do the companies with the most effective sales forces structure themselves? Here a hint. You need to turn your thinking upside down! The Sales Manager Reports to The Sales Reps, not The VP! In their book, The One Minute Salesperson, Spencer Johnson and Larry Wilson said “I will have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people get what they want.” The most successful sales managers, those that produce the best results, not only know this, the live it! Successful sa ..read more

Home Are you looking to hire independent sales agents?  If not, maybe you should be. Today more than ever, companies are considering hiring independent sales agents instead of a direct sales force. The reason is they are looking for a cost-effective sales strategy, while providing improved exposure to their products or services.  The advantage of the direct channel to the sales organization is you control all facets of the sales process.  The disadvantage, however, is the very high cost of this method of selling.  Sometimes a territory becomes unprofitable because of geogr ..read more