Have you scheduled the rest of your vacations for this year? I have, and boy am I excited!! After I did, I remembered an article I published years ago, and I thought about all the positive feedback I had on it. So I decided to reprint it here. If you follow the advice I give, […]
Why Daily Bonuses, Spiffs and Contests Don’t Work
IntroductionAfter you’ve chosen the best compensation plan for your inside sales team – either straight salary or commission or a combination of the two – the next step is to determine how best to keep them motivated and focused on making their daily and monthly revenue goals. Many business owners and managers choose daily spiff […]
3 Keys to Transforming Your Sales Culture
Introduction At some point in a company’s development, it becomes a priority to focus on and to change the existing sales culture. This need to change can be driven by many factors including slumping or declining sales numbers, or a change in focus from a customer service oriented sales team taking inbound leads to a […]
How to Manage Your Sales Manager
If you’re a business owner, then I know you place a lot of responsibility on your inside sales manager. In many companies, managers are not only responsible for finding, hiring and developing successful reps, but they are also responsible for training these new reps and for the continued training of existing sales reps as well. […]
Why Most Inside Sales Reps Fail – and What to Do About It
If you’re in charge of hiring, training and developing inside sales reps, then what you’re about to read may shock you a little bit, but it will also resonate with you and explain why many of the reps you hire ultimately fail. In their book, “How to Hire and Develop Your Next Top Performer” by […]
The Road to Success is Simplicity
I want to share a simple concept with you that can help you grow your business, close more sales, make more money and be more successful in just about everything you do. The good news with what I’m about to share is that it isn’t complicated or hard, in fact, it’s just the opposite – […]
What the NFL Can Teach You about Your Inside Sales Team
Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein changed modern physics. Steve Jobs changed the world of computing. And Paul […]
I Hope You Don't Open Your Calls This Way
Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to […]
The Real Secret to Qualifying Leads
OK, now I want you to pay very careful attention…. I’m going to give you, right now, the Real Secret to what it takes to really qualify a lead. Before I do, though, let me back up just a minute. Here’s how all this came about. Right now I’m involved with a company whereby I’m […]
How to Identify the Decision Maker – Fast!
If you have to make cold calls and you don’t know the decision maker’s name – you’re going to love this proven technique (and you can still use it even if you do!). First of all, you have to use this exactly as you read it here – Do Not deviate from the order of […]