In tough times, focus on the Sales Manager

Posted on October 18, 2011

Yet budgets are still tight, and nervous CEOs are hesitant to fund broad-based sales initiatives. What to do?

Start with the sales managers.

If you want to do something to improve your sales force, the best application of limited funds is to invest in the sales managers. Read the full article …

Nice guys finish last

Posted on October 11, 2011

Nice guys don’t necessarily finish last, but will finish a distant second in the pay stakes, a recent study into earnings and agreeableness has found. Unveiling their findings (reported on the ContractorUK website), researchers at New York’s Cornell University showed that agreeable workers take home considerably less than their harder-nosed colleagues. Read the full article …

Get inside your prospects head

Posted on October 5, 2011

Do you ever shake your head and wonder why so many prospects fail to pull the trigger when you’ve clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense – it’s clear as day that they should. But for some reason we can’t fathom, it often doesn’t appear to be so clear to our prospects. Why is this? And what can we do about it?

When it comes to making a major purchase, buyers’ decisions are influenced by numerous factors, many of which are not obvious. Key among these factors are the prospects Read the full article …