Seeking sales advice in a 140 character world
Twitter, texts, emails, plus a slew of the other vehicles allow sales people to respond to others quickly. While quick response time is appreciated, the thoughtfulness of what's included in the messages is often superficial or even off the mark. Continue
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 Sales training reinforcement - it's time to face the truth
Let's round up two representatives of everyone engaged in sales training - sales training vendors, VP's of Sales, front-line sales managers, sales reps etc. The reason for the round up is we want to do a comprehensive opinion survey about the status of sales training. In general there will be substantial disagreement on a lot of the survey items due to diversity of the groups involved. Continue
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 Team selling - it's more than two people in the same room
Here's a typical team selling situation: one sales person has the relationship with the customer and the other person has the subject matter or technical expertise needed for the meeting. The classic trap in situations like these is not having a team at the meeting. Instead, it's two people who happen to be in the same room at the same time. Continue
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 Thought bubbles can derail sales strategy - beware!
Selling in major accounts requires thinking and acting strategically. While traveling recently, I read an article by Holly Green in Executive Travel Magazine that introduce an interesting way of understanding an idea that poses a threat to that process - thought bubbles. Continue
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 Understanding the impact of pricing on profit
In a recent Harvard Business Review post Rafi Mohammed reported on an interesting McKinsey study on the relationship between price increases and profits. Just to build a bit of suspense mentally answer the following question - "How must would a 1% price increase boost your profits?" Continue
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Four new sales books you might have missed
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