Archive for the ‘ The Sales Cycle ’ Category

Explaining The Sales Cycle

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along [ READ MORE ]

Is Sales The World’s Most Valuable Profession?

How is it that successful salespeople can earn more than doctors or lawyers, or sometimes even more than the owner of the company they work for? Economists agree: it’s because they practice the world’s most valuable profession. How valuable is it? Here’s a short quote from my 2004 book, The Greatest Job You Never Thought [ READ MORE ]

Supercharge Your Sales with Laser-Sharp Target Marketing

Looking for that “one thing” you can do that will supercharge your sales and make your salespeople incredibly happy and productive? Try this: Focus all your marketing energy and resources on one or more specific target markets. Believe me, it’s critical to your sales success. But how do you do that? How do you decide [ READ MORE ]

The World’s Greatest Sales Team

This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled. Some of these [ READ MORE ]

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