Most successful small business owners know the exact moment when their struggling company turned the corner and headed down the road toward success. Frequently, that moment comes when they land their first really big deal. Of course, big deals don’t land in your lap. In order to sell them in you must have a focused […]
It’s only one syllable and five letters long, but the word “sales” is one that carries a heavy load: it drives businesses, requires calculated strategies, and is considered some employees’ worst nightmare. For those who are not well versed in the art of persuasion, or who would rather sell ideas virtually from behind the protective boundaries of their desks, the […]
Last week I wrote about how the U.S. is becoming a country of independents. The 3rd annual 2013 MBO Partners State of Independence in America Workforce Study reported the number of independent workers for 2013 has reached 17.7 million, up 5% from 2012 and 10% from 2011! Many of those independent workers are in the […]
Have you ever sat through a sales presentation where the presenter drones on and on about the history of the company and how great their product or service is? Talk about being a perfect cure for insomnia. In fact, one of my former business partners who ran our sales department used to make that mistake. […]
In partnership with Salesforce Work.com, this infographic presents ten sobering pieces of data on sales performance. Whether you see it as shocking, or not surprising at all, the data illuminates gaps in sales performance that pervade many sales organizations. Click on the infographic to view the larger image.