Monthly Archives: May 2011

Listen for the Sound of Successful Selling

Posted on May 31, 2011 by Chuck Terry

I am often asked to identify the biggest/most common mistake made by sales professionals.  My reply is consistent: sales professionals who talk too much and listen too little. I even catch myself doing it from time to time and I … Continue reading →

Posted in Sales Training | Tagged , , , | Leave a comment

“Odds Are” … there is more than one way to improve sales performance

Posted on May 23, 2011 by Ed Albertson

While at the rental car counter on a recent business trip, I listened to the salesperson rattle off the upgrades and insurance available, etc.  Then she concluded with the “up-selling” question, “Would you like to buy a pre-paid tank of … Continue reading →

Posted in Sales Training | Tagged , , , | Leave a comment

The Sweet Sound of Success: What a Maestro Can Teach Us About Sales Leadership

Posted on May 16, 2011 by Jeff Seeley

You never know where you’ll get your next great management inspiration. Case in point:  A recent issue of Fortune magazine featured New York Philharmonic Conductor Alan Gilbert –  not for his music, but for his effective leadership since taking the … Continue reading →

Posted in Sales Training | Tagged , , | Leave a comment

Sales Excellence Should Be Your Legacy

Posted on May 9, 2011 by Jeff Seeley

You probably don’t spend much time pondering the legacy you are building at work.  It’s much more common for people to approach their jobs using a checklist like the following: I come in on time, even a little early I … Continue reading →

Posted in Sales Training | Tagged , , | Leave a comment

Recommended Reading – Drive: The Surprising Truth About What Motivates Us

Posted on May 2, 2011 by Ed Albertson

My colleague, Chuck Terry, recommended this book to me because we share a passion for studying individual and organizational marketing and sales performance.  I found this to be ground-breaking material, because it challenges the very foundations of motivation, as traditionally … Continue reading →

Posted in Recommended Reading | Tagged , , , | Leave a comment