Articles tagged: "sales consulting"
1: Motivate Your Sales Team to Crush the Tomato
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
2: Sales Candidate Attributes: Desired or Required
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
3: The Sales Person 's First Day
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
4: Priming the Sales Applicant Pump
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
5: Secrets Buried In a Sales Person 's Resume
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
6: Motivating the Passive Sales Candidate
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
7: What Is The Game Plan?
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
8: Why Prospects Want to "Try" Before "Buy"
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
9: Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
10: Why Can’t I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
11: When the Sale Doesn’t Happen
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
12: What’s The Plan?
If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
13: What Every Sales Person Could Learn From the Yankees
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
14: The Most Underutilized Strategic Advantage
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
15: Successful Selling and the Theory of Relativity
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
16: Migrating from Vendor to Partner
There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
17: Finding the Right Home for Your Sales Skills
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
18: 12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
19: 5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
20: 5 Keys to Ensuring a Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
21: The Sales Person’s Kryptonite
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
22: Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
