Archive for September, 2009
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 [...]
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 [...]
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 [...]
Motivation and Sales Performance
Poor sales performance is often mistaken for a motivational issue. A fine line exists between the two and unless you are an astute manager, you are going to miss the mark. We first need to understand 5 myths of motivation. These are generally agreed upon as being the biggest culprits. Money as a motivator -if, [...]
Sales-Transactional vs. Strategic
We all hear it, but for those that don’t really understand the difference, the nuances of strategic selling overshadow the transactional aspect, but not so much that one can’t be strategic in a transactional sales opportunity. Transactional selling is really about treating the product or service as a commodity rather than a strategic investment. We [...]
