Category Archives: sales process

Sales + HR Management Accelerate Results

Posted on September 4, 2009 by dave

If you’re 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 →

Posted in advice, HR, human resources, management, performance, process, sales, sales incentives, sales process | Leave a comment

The Power of A Report

Posted on September 5, 2008 by dave

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 →

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Selling Pencils – Selling Technology

Posted on February 4, 2008 by dave

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 →

Posted in benefits, life science, listening, management, sales, sales process, sales training, technical sales | Leave a comment

What Customers Really Want

Posted on June 21, 2007 by dave

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 →

Posted in lifescience, research, sales, sales process, sales training, technical sales | Leave a comment