Every salesperson understands the pain represented by the key decision maker. Decision makers are guarded by gates, the gates are guarded by keepers and there are many obstacles that lie in between.Wasting valuable time being led down a rabbit hole by the wrong person can mean the difference between smashing your sales target and falling far behind. Here, we’ll show you some great strategies to ensure you’re speaking with the person calling the shots. First, let’s consider the problem at…

The phrase “sales slump” strikes fear into the heart of any sales professional. We’ve all been there, even the best of us. As the sales professional progresses from salesperson to sales manager, the dreaded slump evolves from a personal concern to a team-wide responsibility.Sales slumps bring unbelievable pressure, can have significant impacts on quality of life and can even pull entire companies to their knees. In this article, we’re going to discuss effective, actionable strategies to avoid sales slumps altogether…

Do you want to excel at industrial selling? In this career, it's essential to know the industrial market and your target audience in depth. Industrial selling can be extremely lucrative, but it can also be challenging. Industrial selling is a specific type of business-to-business (B2B) selling. You are typically selling products or services to other businesses that will use them in the production of their own products or services. This can include anything from welding supplies to industrial machinery. As…

Every day in sales offices all over the world, great crimes against professionalism are being committed. Salespeople and sales managers are not opening sales reports, usually because they’re poorly formatted, not digestible or being sent by the all-too-dismissible method of e-mail. This situation is costing you money every month. Let’s consider why we’re making these reports in the first place and then look at the best way to distribute them in a way that will make us more money. Sales…

It’s a shame, but the sales industry is known for having a massive staff turnover. Sales managers typically invest time, money and energy to attract the highest possible level candidate. However, hiring good salespeople is only half the battle.If you attracted 100 of the best salespeople in the world every 3 months, none of which stayed long enough to build a client base and properly understand your products and sector, it wouldn’t make an ounce of difference to your income.Staff…