Sales-Management
The Paradox of International Trade Shows
There is a paradox to an international trade show. And it has two parts.THE FIRST?It is unique because it is foreign. If it?s your first show, it should be a real adventure. Read more →The Placebo Effect: Persuasive Suggestions
One form that expectations can take is in the shape of a placebo. A placebo is a non-medicinal substance that is given to patients so they believe they are receiving medicine. Read more →The Poker Selling System
Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. Read more →The Process (Not the Quick Fix)
There are many examples of things we want to attain in the shortest amount of time possible and with the least effort possible, but it rarely happens that way. Read more →The Product or the Sale
This is a quandary not unlike the chicken or the egg question, ?Which comes first??. Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services? Read more →The Real Cost
Have you ever wondered what the real cost of mediocrity within your organization might be? Has there ever been a time when a mess-up by someone internally, proved to be quite costly in both money/resources and time/energy? Read more →The Sales Carpenter
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them. Read more →The Sales Force of the Future: It's Not About Selling
Jeff Gitomer coined the phrase at a recent convention: "It's not about what you are selling, it's about what the customer is buying."In reality, the customer is not buying your product, he is buying fulfillment for a need. Read more →The Science of Telephone Sales Management
I?m in the middle of building a new sales management seminar and I?m breaking out a separate unit on the differences between general sales management and the management of telephone sales. Read more →The Skills Gap
The Computer Technology Industry Association ("CompTIA") recently conducted a survey of 273 CompTIA members to determine the biggest challenges for the next 12 months. Read more →← Previous Next →
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Aphorism
He replied, "Compound interest."
Albert Einstein