Category Archives: Sales

Maximize Your Return on Sales Effort through Customer Focus

Maximizing your time in front of the right customers Your time is one of your most valuable assets and more importantly one that is finite.  Whether you are selling to a national market or a more defined and limited geographic market, your … Continue reading

Posted in Business Strategy, Sales | Tagged , , , , , , | Leave a comment

Bootcamp – Sales Territory Planning (Part 1 – The Framework)

(This two-part discussion examines the high-level process for entering and developing a new sales territory.) I was recently asked to assess and then plan the development of a new geographic territory that was previously not served by the ACME Services … Continue reading

Posted in Business Strategy, Sales | Tagged , , , , , , , | Leave a comment

Improving Your Success Ratio in New Sales Hires

The Challenge in Hiring New Sales People Over the last 20 years, I have hired a lot of salespeople and unfortunately, too few reached their sales goals or made it to their second anniversary of employment.  I take only small … Continue reading

Posted in Human Resource Management, Sales | Tagged , , , , , , , | Leave a comment

The Cold Truth About Cold Calling

OK, can I see a show of hands of all salespeople who find cold calling personally enriching? Yes, there are always one or two out there who love pounding the phones and have the skin of an armadillo when it … Continue reading

Gallery | Leave a comment