Category Archives: sales process
Sales + HR Management Accelerate Results
If youre trying to challenge your company to achieve greater business results, then you need all the help you can get. For example, you may be trying to open a new market, introduce a new technology, turn around a struggling … Continue reading
The Power of A Report
A great question to ask a sales managers is What do you ask your people to report to you? The answer reveals a great deal about what is important in that organization and how it is being communicated from top … Continue reading
Selling Pencils – Selling Technology
What does selling pencils have to do with selling technology? Quite a lot, if you’d like to double or triple the effectiveness of your sales force! Recently I was leading a sales training session for a life science company and … Continue reading
What Customers Really Want
In April, I had a chance to preview a recent study conducted by BioInformatics, LLC, a market research firm in Arlington, Virginia. The study was called, Improving Sales Rep Performance Life Scientists Perspectives. I was intrigued with the findings … Continue reading