Sales Learning Resources

7 Sins of Sales Leaders

posted on March 17th, 2019

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 […]

Scam or not? It’s a big “No” from WSI Consultants!

posted on February 4th, 2019

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 […]

Good Sales Culture – Seven Criteria to Apply

posted on November 18th, 2018

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 […]

Selling Strategies – The Four C’s of Social Selling on LinkedIn

posted on October 26th, 2018

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 […]

You Have Sales Resources – Use Them!

posted on October 8th, 2018

Everyone knows that closing sales is the lifeblood for any organization but many businesses fail to implement the tools and resources that will generate positive results. Let’s start from the beginning with hiring the right person. Why is it so difficult for Business Owners/Managers to recruit and retain highly productive, professional salespeople if sales is […]

Sales Skills – How to become a trusted advisor

posted on October 5th, 2018

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 […]

Fractional Sales Management – A Partner to the Small Business CEO

posted on September 30th, 2018

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 […]

Sales Closing Rate – 3 Ways to improve it

posted on September 8th, 2018

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 […]

Self Awareness meets Emotional Intelligence (EQ)

posted on September 4th, 2018

Wikipedia defines Self-awareness as “The capacity for introspection and the ability to recognize oneself as an individual separate from the environment and other individuals”. Self-Awareness is also the foundation of success and personal growth. Daniel Goleman calls it the ‘keystone’ of emotional intelligence and the ability to recognise your emotions and know your strengths and […]

Sales Management – How to identify a natural born salesperson

posted on August 25th, 2018

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) […]