Articles: Sales Leadership

Death of the Salesman and the Rise of Smart Salespeople

It’s the statistic that sent chills up the spine of sales leaders everywhere. It’s not your ordinary, run-of-the-mill statistic that you can shrug off, either. This one strikes at the heart of the very existence of the sales role in business. The statistic was reported by none other than the Marketing Leadership Council, a division […]

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Referrals in Reverse: 3 Simple Steps

We’re all familiar with the concept of asking for referrals. It’s the proven practice of requesting from a satisfied customer an introduction to someone who might benefit from using your products and services. Asking for referrals is a win-win-win business activity. It’s a win for your customers, because they get to introduce friends to a trusted […]

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Four Proven Steps to Accurate Sales Forecasting

You cannot run a successful business without mastering the skill of accurate sales forecasting. Most businesses, however, just guess at this information. Ask about the forecasting of future sales, and they’ll laugh at you. Getting anything reliable out of the sales side of the business is like getting pigs to fly. I would agree with you, […]

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How in the World Do You Find Good Salespeople?

I was talking last week with a partner at a successful investment firm. He asked me this question, “What do you think about looking in the technology sector to find salespeople for our company?” I responded by telling him that he was asking the wrong question. Here’s the right question, and it’s the key to […]

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How to Host the Ultimate Off-Line Marketing Event

The single-most effective off-line strategy I’ve used to generate qualified sales leads is conducting live events. The energy and enthusiasm that a packed room of people creates is infectious. Achieving that, however, is not as simple as putting a date on the calendar, renting a room, and buying some food (even really good food). There […]

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