Author Archives: Ed Albertson

Sales Training Myth #1: Effective Selling is as Easy as A-B-C

Posted on June 20, 2011 by Ed Albertson

In the 1992 movie, Glengarry Glen Ross, Alex Baldwin plays a character named “Blake” who is a motivational sales person sent by Headquarters to fire up a four-person team selling real estate. In a memorable scene, Blake explains sales success … Continue reading →

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“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 →

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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 →

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Negotiating Price in a Down Economy

Posted on March 28, 2011 by Ed Albertson

In a “down” economy such as we are currently experiencing, price can appear to be even more important to the buying process because customers more acutely recognize they have three ways to increase THEIR profits: Selling more of what they … Continue reading →

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In Life and in Selling Skills, Practice Does Make Perfect

Posted on March 4, 2011 by Ed Albertson

The recent Carew International Dimensions of Professional Selling (DPS) sales training workshop in Cincinnati included almost 50 business professionals from 20 different companies, representing businesses as diverse as retail clothing and bio-science drug development. What these sales professionals all had … Continue reading →

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Words To Live By: What the CEO Wants You to Know

Posted on February 4, 2011 by Ed Albertson

What the CEO Wants You to Know, by Ram Charan, is a simplified guide for those who wonder what is on the mind of the CEO (or any senior business leader for that matter) and why that matters when it … Continue reading →

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Chance Favors Only the Prepared Mind

Posted on January 21, 2011 by Ed Albertson

Professional sales managers are fond of advising their sales teams that “hope is not a strategy.” As most sales professional know, effective business development is a complex combination of functional activities made better or worse by the application of finely-tuned … Continue reading →

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