Sales management

How to cold call the CEO (not the minions)

How to cold call the CEO (not the minions)

Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold…

Seven Questions To Help Plan Your First Executive Sales Meeting

Seven Questions To Help Plan Your First Executive Sales Meeting

You’ve finally scheduled that meeting you’ve been trying to get with a high level executive in one of your biggest target…

The Big (Sales) Short

The Big (Sales) Short

The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing…

History of Sales Practices – a fair exchange of value

History of Sales Practices – a fair exchange of value

              John H Patterson – founder of NCR and the first sales process in…

Planning for Sales Success

Planning for Sales Success

To enter into a battle without a plan is the height of stupidity and arrogance. Such generals should be put…

Are CRMs Putting Our People Last ?

Are CRMs Putting Our People Last ?

  First a caveat: It have nothing against technology, in fact, I am a big fan of it and believe…

Managing Salesperson Performance the Right Way

Managing Salesperson Performance the Right Way

 An article by John Dougan As leaders, we need our employees to achieve, yet we consistently misinterpret performance as an independent…

Realigning CRM and Business Engagement

Realigning CRM and Business Engagement

How sales engagement is changing and what we need to do to stay ahead of the wave in order to…

12 sales trends for 2016

12 sales trends for 2016

  What happens when we have so much information that it is impossible to even decide what to read? When…

Sales Tools

Are CRMs Putting Our People Last ?
  First a caveat: It have nothing against technology, in fact, I am a big f... More
The Sue and Barry Story [VIDEO]
A story of personal development, personal branding and sales success. We are all... More