Posted 9 hours ago by Helen Bereschinova

The Internet has brought a change in what business people think about advertising. Many small businesses that I interact with see two fundamental types of advertising. There is classic advertising: ads promoting products on television, on radio, on billboards, in magazines, in newspapers, etc. And t...

Posted Tue at 7:33 AM by Helen Bereschinova

Yup, I said it.  Good closers are bad sales people. The better a “closer” is, as defined by traditional definitions, the shittier the sales person they are.Why?A good “closer” is someone who is unable to bring the client along and close them during each step of the sales...

Posted Mon at 9:12 AM by Sales Guru

You Don’t Just Hire a Sales Team–You Build It Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture. By Ken Thoreson (This is an excerpt from my latest book: Your Sale...

Posted February 15 by Les Lent

Losing a sale isn’t nearly as simple as one might think. If it was, everyone would be losing sales and I’m pretty sure that’s not the case. Here are the 10 most effective ways to ensure making no sales and a short career. 1. Don’t Prepare Let’s face it, doing homew...

Posted February 12 by Sales Guru

Executive Toughness This weeks blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Why am I adding this to my blog site? My objective in addressing sales leadership issues is to provide you ideas,...

Posted February 12 by Tony Petrucci

We need your voice if you have been impacted by a layoff during this terrible economy. We are Temple University Faculty conducting academic research on unemployment due to layoffs. If you have been one of the many good people who have been impacted during this economy through a layoff, please tell y...

Posted February 12 by Tony Petrucci

We need your voice if you have been impacted by a layoff during this terrible economy. We are Temple University Faculty conducting academic research on unemployment due to layoffs. If you have been one of the many good people who have been impacted during this economy through a layoff, please tell y...

Posted February 12 by Tony Petrucci

We need your voice if you have been impacted by a layoff during this terrible economy. We are Temple University Faculty conducting academic research on unemployment due to layoffs. If you have been one of the many good people who have been impacted during this economy through a layoff, please tell y...

Posted February 11 by Les Lent

There are five critical factors your sales professionals are looking for in their career. Ideally, the company provides them. As a Sales Manager you can certainly provide the first four! Respect: Top sales professionals want to be respected by their managers, their company and their peers. They...

Posted February 7 by Helen Bereschinova

Obviously, I am a HUGE proponent of the use of technology in business. I buy wholeheartedly into content marketing, SEO, and the social media revolution. I believe customers can be reached quicker and easier than ever before. For small businesses, technology has leveled the playing field. The same d...

Posted February 6 by Les Lent

It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many reasons; you hired the wrong person, you didn’t tr...

Posted February 6 by Sales Guru

How to Take Emotion Out of the Sales Hiring Process and Hire the Best Salespeople Its the number one job of sales management and it is the most difficult, if you hire effectively the job of sales management becomes sooooo much easier. If you are serious about building a high performance sales team I...

Posted February 3 by Helen Bereschinova

Our experience in talking to buyers and clients has brought it home to us that there are some bad salespeople out there. When I say ‘bad’, I don’t mean that they are corrupt or nasty; just inept and poorly-skilled. Buyers have their top-5 ‘hates’ when it comes to what s...

Posted February 2 by Daniel DiMassa

Summary: OneLead, Inc. is excited to announce the beta launch of its OneLead Mobile Prospecting Automation App 2.0. This app solves the age-old problems of whom to call and when to call prospects for the sales person; and for management it provides a tool to reinforce and monitor healthy sales pros...

Posted February 2 by Helen Bereschinova

TA McCann from Gist.com spoke at the American Association of Inside Sales Professionals (AA-ISP) Seattle Chapter meeting, and among a number of really great insights he shared his 5-3-2 rule for social media content.  It’s fairly simple – out of 10 Tweets or LinkedIn updates or simi...

Posted February 1 by Helen Bereschinova

When money is tight, people have  tendency to look for “added value” and “deals” to justify or incent them to spend money.  This strains business owners as they cope with the concept that they have to adjust their pricing downward, add discounts or incentives, or th...

Posted January 30 by Sales Guru

The Future of Your Sales Team This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% [...]

Posted January 30 by Helen Bereschinova

Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.”This is a mistake. It’s the best way to get stuck in the activity trap. The activity trap occurs when you begin working too hard ...

Posted January 25 by Helen Bereschinova

Have you ever had sales people who just never seem to make it no matter how hard they try? These sales people are one of the main factors for decline in business. Your sales people are the heart of your company and without good ones you will find it difficult to succeed in selling your products. To ...

Posted January 23 by Sales Guru

A Sales Managers Recipe: Whats Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also t...