Driving the top line growth of a company falls squarely on the shoulders of the sales management leadership. This is often not clearly communicated and sometimes it’s unsupported...
Nothing can be done. If that’s the belief then it is also the fact. A sales manager recently told me that one of his salespeople believed that all the accounts in the market were taken and prospecting was a useless exercise...
“That’s not at all how it happened!” My sister and I were recalling an incident from our childhoods and after I told the story, that was her reaction...
Like most young people I dreamt about becoming a lot of things – salesperson was never at the top of my list. So how do so many of us end up in this profession?
I recently read a quote from actor Denzel Washington who said: “My mother never gave up on me. I messed up in school so much they were sending me home, but my mother sent me right back.” We may not...
Remember your first year in sales? There was so much to learn – product knowledge; a customer base; who to call; what to say; don’t take it personally; develop a thick skin; recognize when a prospect is...
Developing business depends on a lot of factors. It's fair to say that some people will be pro-active in the search and others will be happy with being reactive and fighting with gang competing for the low hanging fruit that people like...
It's time to take stock of where you are. 2011 was an exciting year for Nova Scotia. Where other parts of the world are struggling, the news has been optimistic here. Some businesses...
