In Florida, the citrus harvest is on. Maybe it’s the bitter cold that we’ve been experiencing in the northern states, but at the thought of warmer climates, the expression “low hanging fruit” came to mind. The reference to taking on the easiest tasks first sometimes has negative connotations — especially among sales organizations. Granted, a […]

Why you need to implement a key account management program. More often than not, multiple sales people have been selling different product lines into an account deemed critical. When this account, and others like it, are selected to be part of a key account program, the controversial question of account ownership surfaces. Because of the […]

A few decades ago, the role of the salesperson was viewed as superior to the role of an account manager. The salesperson was viewed as “the hunter” and the account manager as “the farmer”. Hunting was the more intense and demanding role. Farming was seen as a low key endeavor, which primarily focused on re-actively […]

For centuries, buyers have been wary of sellers. However, something has changed in the last few decades. In every industry, power is shifting from sellers to buyers. This is partly due, among other factors, to buyers having superior access to information, more choice due to globalization and access to improved technology. In this new world, […]

Complimentary Webinar from LexisNexis Corporate Affiliations Is your sales team missing opportunities to score more wins? Learn how to up your sales game with corporate family data when you join the complimentary Webinar from LexisNexis Corporate Affiliations. Discover how knowing the parent/child relationships can give your sales team a competitive edge. “Up Your Sales Game […]

Now that we are more than halfway through 2014, how are your sales numbers? Some industries are still suffering due to the economy, while others are starting to turn a corner and come out of the slowdown that has been taking place the last few years. Regardless of the industry, many sales professionals have “tried […]

Ramping new sales hires quickly is one of the most important things a sales manager can do. It’s also frequently overlooked as managers get pulled into activities more directly related to making the number for the month or the quarter. When it comes to saving the quarter or saving the new hire, most managers will […]

To be clear, goals spring from needs and needs are experienced on three levels: 1. Biological goals As a direct result of our biology, we experience the need for food and shelter, among other things. As we age, new biological needs surface and these needs are often influenced by our gender. These needs translate into […]

Not Every Customer Is Right For Your Business Around two decades ago, it became popular to train employees that the customer is always right. This mantra helped to swing the pendulum from supplier dominance to customer dominance. Unfortunately, the pendulum has swung too far. While the sentiment is still true, we must now define the […]

Traditional Sales Will Disappear I entered “sales has changed” into Google and got 1.29 billion hits in 0.23 seconds. (Yes! Billion not million.) Confronting me was a sea of experts sharing their perspective on how we’ve moved from Sales 1.0 to Sales 2.0, and how sales has changed more in the last 10 years than […]