Small business owners frequently lament about their difficulty in hiring great sales talent. It’s not easy to do, in part because a sales person is likeable, easy to be with, and their interview is probably their best sales job. Most small business CEO’s don’t have sales roots themselves, making it harder to know what they’re looking for and how to probe. continue reading »
Published Articles
- 5 Places to Look When Sales Are Stuck published in SOLVE Magazine, Time Warner Business
- Five Best Practices for Managing Your Company’s Sales Pipeline, published in SAP Business Exchange published on community.concur.com
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Recent Blog Articles
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Sales Lessons From The Hot Tub
Our hot tub died an untimely death in the clutches of winter, but my family -
Understanding the Sales Ecosystem, and Why That Matters
We live within ecosystems, macro and micro, in our private lives and at work. The -
When Accountability Is Elusive
Even the most casual sport fan heard about the recent firing of Cleveland Cavaliers’ head -
Driving (or Losing) Revenue Through Customer Experience
Starbucks CEO Howard Schultz famously said the company’s success was not about its coffee, but rather, -
Start With The End And Work Backward
Recently, a small business owner confided to me, “When I started this company I had no -
Dragging Your Feet on Process Stymies Sales Success
I’ve wondered why so many CEO’s of small and lower middle market B2B companies insist -
What Successful Sales Leaders Know To Be True
Anyone who’s ever held a sales position can share a horror story, likely 2 or
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Sales Lessons From The Hot Tub
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