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  • Be A Savage

    At 8pm yesterday, something happened that strongly reminded me of how valuable sales skills can be. His name is Brian Savage.  Homeless at 15, he dragged himself out of the Minneapolis shelter that took him in only to become drug addicted and homeless again by 17.  His mother got back on her feet and found a place of her own, taking him in and encouraging him to clean up – fitting some tough love in between the average 14 hour days she put into the two low paying jobs she was lucky enough to land.  After a year of

  • Fatten Your Wallet

    It’s easy to spend lots of time trying to figure out how to bring in new clients.  When you’re focused on growing revenue, it seems obvious that new dollars come from new customers, right?  Most times, it’s easier to be focused on what you don’t have than what you have – which explains why new cars appear on residential streets in “clumps” since a neighbor’s brand new Corvette inspires us to “treat” ourselves to a too expensive new car as well.  What’s more, new clients are really attractive –  like a rock star under a spotlight in a huge

  • Go For A Ride

    Wouldn’t you love to know exactly what your sales people do all day?  Recently I was reading an article about sales performance tools and I came across a controversial tool sales leaders are beginning to utilize to increase productivity.  The tool?  GPS tracking for sales people.  According to the article, a number of companies in the cable industry have deployed something called the Open Door System, which company literature states is the “leading door–to-door system from RealTime Results” and serves to track location and performance data for field sales reps.  You can only imagine what the typically

  • The Key Ingredient to Sales Success

    Over the years, I’ve seen all sorts of people become sales superstars.  In the early stages of my management career, I often was surprised by the variety of personalities in a successful sales force, incorrectly thinking that a great sales person would always be charismatic or witty or well-dressed or intelligent.  Oddly, I didn’t find this to be true at all.  Don’t get me wrong, I found lots of sales people who possessed those qualities – they just didn’t correlate with a sales person’s success.  In fact, often the best dressed, most attractive, and smartest sales people were total

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