There is a lot of good that can come from bad, just like every situation gives you a set of both – pros and cons. If you look at history, even some of the world’s worst moments have helped open up a pathway to better transformation and change. Past endemics like the Spanish Flu revol...
It’s easy to laugh at a cartoon like this one by Artell, but we all have fallen victim to managing like this. The “more, more, more” plan destroys moral more than any increase in sales can justify, so how do you increase sales without the beat down?
For small businesses, the real culprit is time shor...
We call the seismic shift in sales process Sales Virtualization™. Twenty years ago, the best indicator of an organization’s sales success was a talented sales force. Today, sales has been digitized.
First, marketing took over lead generation responsibilities and then the IT folks took over the market...
Evidently leaving blind voicemails is not quite dead as a “sales” strategy.
In our ongoing effort to collect best and worst practices, listen to this voicemail we received and remember……. someone paid someone to do this.
Managing a sales force under fifteen is a challenging task. It’s challenging because small sales forces have a "diseconomy of scale". Sales management should achieve three primary goals:
