As I write this, the media is covering the train crash in New Jersey. The governors of New York and New Jersey spoke about the horrifying news, and they also praised civilians who worked shoulder to shoulder with first responders to serve by helping the...
I enjoy working with startups and small businesses. Their necessary focus on immediate action and results makes it rewarding. Interestingly, I often discover the companies with growth challenges, have nobody who is their proud seller. Why is that?...
Salesforce Automation (SFA) has been around for many years in various forms. For most of its existence it’s been a tool for large corporations with significant IT budgets and IT staffs. Recently, it was reported by GetApp®, a site that connects businesses with sales management software vendors,...
Hiring successful salespeople is a priority for all companies. In my first week at Hewlett-Packard, Irene Bjorklund (GM Northwest Area) made a comment that has stayed with me throughout my career. Someone had asked her, “How do you know when a person will be successful...
Spoiler alert – Money is not a top motivator for salespeople that are consistently great. How to motivate sales people is a common debate among sales managers and compensation specialists. It’s commonly assumed that salespeople are money hungry individuals and that the more you pay them the better they’ll...
It’s critical that we understand the practice of RELIABILITY as it regards sales specifically and business in general, on our way to winning lifelong customers. It’s doubly crucial that we guard against the misconceptions that exist around this very important ability....
Hiring great salespeople is a priority for any business. When clients ask me what to look for I give them three key traits that I see in great salespeople – they are natural helpers, great at relating to all kinds of people and they’re addicted...
