Sales Tips

The 4th Quarter and Beyond

It’s here folks, do-or-die time for those on the calendar sales cycle! Are you ready? Right about now people up and down a sales organization’s chain are either confident or extremely worried about the approaching end of quarter (EOQ). No doubt, it has been a tough, tough year and it isn’t over yet, so don’t […]

Sales Advice, Sales Basics, Sales Tips

So You Wanna Be the CEO?

CEO’s have a tremendous burden in that they must not only perform, they must often outperform. They fail not for the lack of planning, strategy or the lack of a long-term vision, rather because of a simply task, Execution. Too often we (salespeople and alike) act as though our tasks and daily routines are insignificant. […]

Sales Advice, Sales Basics, Sales Tips

Hiring the Right Salesperson

Going through the hiring process from the candidate and the hiring manager’s point of view is not all that different. Each side should have the same objective; convince the other this is the right match. Is there a way to increase the odds for a win-win situation? This article addresses this question. Anyone can hire […]

Sales Tips

Demo and Presentation Tips

Anyone remember when Bill Gates had the dreaded BSOD during the Chicago Comdex keynote in 1998?  That crash made headlines around the geek world. That big snafu didn’t stop the adoption of Windows, now did it?  Learn how to take control of your presentation. Here are some tips to ponder for your next engagement. The […]

Demo, Sales Advice, Sales Tips

Do the Worst First

Ever hear the expression, Save the Best for Last? I have one better, Do the Worst First! A common thread among top sales reps is a habit that everyone can benefit from. Human nature is responsible for the procrastination we have toward tasks we dread the most. Top performers do just the opposite; they get […]

Experience, Sales Advice, Sales Tips