Selling Skills and Willy Loman

The Death of (Today's) Salesman Some of you will recognize Arthur Miller’s 1940s fictional character in “Death of a Salesman” a book some of us had to read in high school. Not familiar? The subject matter is about a lonely traveling salesman who became less and less successful. We are empathetic for Willy. He knew he was failing but didn’t keep up with the times. He took no skill improvement classes, [...]

Sales Hack: Achieve Sales Success In Three Paragraphs

When I was in my teens and early twenties, I was devoted to martial arts. I lived and breathed Tae-kwon-do, Gracie Grappling, and Wing Chun. I remember my brother asking me to distil all my knowledge into my two or three favorite defensive and offensive moves. What does my brothers request have to do with this sales hack of exceeding your sales goals? Check out my three simple sales success tips [...]

Sales Enablement: Why Does it Matter?

Raise your hand if you don't know the definition or understand how sales enablement can help you grow your business. The term, sales enablement, is often referred to as a key leadership component but many managers don’t know what it means. If that’s you, you are not alone. Below, I have included some definitions and tactics that will help you understand the meaning and grow your business. So, what [...]

No Bad Bosses: Three Tips To Being a Better Sales Manager

Have you seen the Gallop survey results? US employees are only 30% engaged. It turns out this low-level engagement has a lot to do with bad bosses. In a Forbes blog posted by Jack Altman, “Don’t Be Surprised When Your Employees Quit", he suggests bad bosses are financially detrimental to the company. I agree. Good managers set clear goals, empower their teams, know their employees, are reliable and considerate. Bad [...]

Management and The Pied Piper

Do you know your leadership skills? This article on the Pied Piper was originally written by Darby Fazekas at the Devine Group - Now OutMatch. I want to give her credit for an excellent article and share it in my blog on hiring assessments and competencies. Many business owners struggle to find a better way to hire. I share some tips in this blog you may want to include in your hiring [...]

How We Sell is Going Through the Next Evolution

Is Your Company Prepared? Whether your company is B2B or B2C, we cannot rely on the selling skills of the past. Companies are upgrading their websites, e-Commerce and their CRMs to improve engagement with buyers. Potential buyers are reportedly spending 70% of their time researching solutions before ever speaking to a salesperson. They potentially know more about your features and benefits than your sales teams. The power, in the [...]