|Secrets Buried In a Sales Person's Resume|
The vehicle that introduces sales people to companies is a resume, but
there are secrets hidden in the resume that hiring managers should know
before they interview a candidate.
|Motivating the Passive Sales Candidate|
To motivate passive sales people into action, you need the right bait.
With research and technique, you can apply the heat that sends these
candidates into a frenzy.
|Try Before Buy|
In the service and technology industries, it is not uncommon for
prospects to request pilot programs before committing their full
|The Sales Person's Kryptonite|
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
|Will You Pass the Flinch Test?|
There is a little test that professional buyers give to
every sales person. It is a test to see if they are confident in the price they
presented. They call it the flinch test. Will you pass the test?
|When the Sale Doesn't Happen|
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.
|Why Can't I Hire The Right Sales People?|
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue
|What's The Plan?|
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
|The Most Underutilized Strategic Advantage|
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
|What Every Sales Person Could Learn From the Yankees|
Just like in baseball, sales is full of statistics, metrics, and
measurements. On any given day, one can make a case for promoting or
firing just about any member of the sales team.
|Five Keys to Hiring the Right Sales Manager|
Whether you promote from within or hire from outside, consider these
five points to make sure you find the right person for the role.
|Can't Sell Today|
Oh well, maybe next year will be better for sales. Luckily, no one is buying anything from anyone this year.
|The Secret to Overcoming the Price Objection|
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all?
|Successful Selling and the Theory of Relativity|
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
|Migrating from Vendor to Partner|
There is no bigger insult to a sales person than being called a "vendor". Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
|Finding The Right Sales Talent For Your Company|
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
|Finding the Right Home for Your Sales Skills|
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
|12 Keys to Tuning Up Your Sales Force|
Not sure if your sales organization is up to snuff?
Here are twelve keys to help ensure that your team is focused on the right
things every day.
|5 Keys to Ensuring A Spectacular Sales Training Engagement|
Sales training is critical for the success of the sales team. However,
before you hire your next trainer, consider the five keys to ensuring you find
the right person for the job.
Lee B. Salz is a sales management guru who helps companies hire the right sales people, on-board them, and focus their sales activity using his sales architecture