Sales Learning Resources

After years of working with businesses of all shapes and sizes on their sales organizations, I’ve seen how sinful sales leadership can be.  Don’t get me wrong – I’ve worked with and learned from some very strong sales leaders.  But, over the last several years I’ve seen that many business owners and leaders of sales […]

What makes WSI the best franchise opportunity? Here’s Neal’s answer WSI has been around since 1995, when the digital marketing industry was just taking off. This franchise was ahead of the game then, and WSI does everything it can to keep franchisees like me ahead of the curve now. With a presence in over 80 […]

There are seven criteria you can use to determine if your sales culture is healthy.  From having realistic expectations to prospecting, ongoing education and a rhythm of accountability, this article outlines the seven things that create a healthy and effective sales organization. Expectations Everyone wants to know what is expected of them, and ideally, each […]

How can you use LinkedIn (LI) in your selling activities?  That’s a question we get frequently from our clients and the sales consultants we coach.  LI has emerged as a beast, particularly in the B2B selling space, and has made networking far easier and less time consuming than the old days.   In the BL […]

Salespeople, particularly salespeople in certain industries, are among the least respected occupations out there, bested only by attorneys and politicians.  Now that’s not me talking, but the annual survey done by the Gallup research organization. Why is that?  This article answers that question along with how salespeople  can develop their sales skills and transform from […]

Small business owners have it tough…intense need to grow revenue, and limited time and resources to handle all the challenges of running your own business.  I’ve learned from my 15 years as a business owner that there’s one perennial challenge – generating leads and capturing sales to support a business in which the cost structure […]

As a fractional sales manager and trainer, the most frequent question salespeople ask me is this – “I have a lot of proposals out but I can’t seem to close them.  Help me improve my close rate.” My response is always the same – “I can definitely help you improve your close rate, but it’s […]

Sales managers and leaders are always on the search for good salespeople.  They’re hard to find.  Sales is a unique occupation – a demanding one with huge potential payoffs.  So what do you look for in a salesperson – one who has the potential to be a star? An article in Harvard Business Review (HBR) […]

Sales organizations run a huge risk of marginalizing their results if sales management and their corresponding sales activities aren’t part of a larger sales strategy.  In our years of working with challenged sales organizations of all shapes and sizes, we’ve learned there are three critical elements to having an effective sales strategy, and without a […]

Whether you call it a sales objection, conflict resolution or resolving concerns, all salespeople will encounter situations in which they have to deal with an objection or something with which the customer disagrees.  This is a critical part of sales leadership.  This article provides 4 strategies for overcoming sales objections. What are you most common […]