How To Fire A Salesperson

I don’t enjoy writing on this topic any more than you enjoy reading about it because the thought of anyone losing their job for any reason upsets my stomach. It...

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B2B Cold Calling Made Easy

Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they...

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Change is Not a Pass/Fail Test

  Here’s the story. Management comes up with a great idea. Management is excited. They impress it upon the sales team. The sales team is not as excited. The new...

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Begging for Change

Forgive me. I am a big believer in dad jokes and puns, and this topic makes it too easy. Begging for change is something you usually see on the streets...

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Am I a Bad Sales Manager?

Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of...

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Becoming a Great Sales Manager

  The sales team is one of the most difficult teams to manage in any organization. There are way too many moving parts, it is subject to elements that can...

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Beware of the Comfort Zone

Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for...

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No Apologies For Prospecting

Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your...

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Small Fires Make Little Heat

A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard...

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