As any surfer knows, it’s almost impossible to haul around a standard camera while riding, especially in the big waves. Nicholas Woodman, founder and CEO of northern California-based GoPro (www.goprocamera.com), knew he [Read More]
Most salespeople, being competitive, expect instant gratification from their sales efforts. They regard finishing second in a bidding war for an account as merely being the first loser. But many times, being the “next choice” [Read More]
The fourth quarter is a time that makes most sales managers anxious — especially in a down economy. No wonder. If you’re behind on your numbers as you enter the quarter — and if achieving [Read More]
There is no question that economic times are tough. But for owners of growing businesses who aren’t ready to throw in the towel, it’s not too late to make necessary changes that will carry you [Read More]
Late summer is a busy season for trade shows and other industry events. A booth can be a great forum for sales lead generation and getting new customers — as long as key prospects attend. [Read More]
Spam email, blogging, instant messaging, television, canned phone messages, and other electronic methods of mass marketing have desensitized the American buyer. So says Alan Bayham, president of Bayham Consulting, LLC (bayhamconsulting.com). Despite countless surveys [Read More]
Closing a sale is not an event; it’s a series of meetings and little victories that begin with a phone call to a potential customer. Rick Davis, president of Building Leaders, Inc. and author of [Read More]
When a great product isn’t selling, the salesperson is probably to blame, right? Pure myth, says Martyn Lewis, founder, president, and CEO of Market–Partners (www.market–partners.com) and author of the book Sales Wise: A [Read More]
Heroes are not made when life is easy. That’s the philosophy salespeople — particularly in the building industry — should take to heart in a challenging economy, says Rick Davis, president of Chicago-based Building Leaders [Read More]
It has long been suggested that to become a more dynamic presenter, one should picture the audience in their underwear. In many cases, however, it’s the presenter who gets dressed down for an uninspiring performance.
For [Read More]
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