BTW: I drove to the store to purchase the phone-rather than buying it over the web. Where organizations are lead by an analytical they look at sales as Cost Centers, not Profit Centers. They have built a belief in their mission within the sales team and their products and have created a sales training system that reinforces their sales strategies, sales process and prospect buying emotions. In fact recently in my blog I wrote that sales and sales management are the Critical Success Factors to lead us out of the negative economic conditions that exist today. MORE >>

Considering how social media has changed the buying cycle , most prospects will do significant research about your company online—including your firm’s social media presence and what your customers are saying about you—long before engaging with you. He’s also the award-winning writer of the Webbiquity blog , which focuses on B2B lead generation and Web presence optimization — the fusion of SEO, search marketing, social media, content marketing and interactive PR. . Three Key Social Media Tactics for Sales. Stay current on what your company is doing with social media. MORE >>

Buy it, read it and take action, you will be a better person because of it. . His latest book: “Leading High Performance Sales Teams” provides 40 chapters for sales leaders. Executive Toughness. This week’s blog is a book review:  Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Why am I adding this to my blog site?  My objective in addressing sales leadership issues is to provide you ideas, tools and concepts to increase your professionalism. You need to add this book to your library! . MORE >>

Yesterday a 22 year man won the US Open, a month ago, he went into the last day leading the Masters and lost. He stood by the side of the road and cried, “Buy a hot dog, Mister.”. First let me state this: I did not write this week’s blog. As sales leaders  we have 3 aspects to our job.  We must focus on the “role&#   we play, we must focus on the “strategic&# side of our job and we must focus on  the day to day “tactics&# , the story below describes what the “role&# of our jobs are, that is the culture and motivational aspects of sales leadership.  MORE >>

Every representative tells a different story when asked, “Why do people buy from you?” His latest book is titled: “Leading High Performance Sales Teams”. A Walkthrough of a Broken Organization. Strategic sales management is often a weak link in solution provider companies.  . Strategic sales management is often a weak link in solution provider companies. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and areas of focus. President. ask for Bill, the president. MORE >>