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Discussion of current sales and sales management issues by Paul McCord and a number of guest posters such as Jonathan Farrington, Dave Stein, Dave Brock, Jill Konrath, Charlie Green, and many others.

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Sales and Sales Management Blog

English - Sales, Sales Management, Leadership

http://salesandmanagementblog.com

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Sales and Sales Management Blog · 1W ago

It’s Time We Get Right with Our Words

Almost every sales seminar or workshop I go to and the majority of sales books I read at some point talk about the need to address the prospect’s or client’s emotional side; that sales, all sales, are at their heart emotion based decisions. And with that statement, for many the doors to manipulatin

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Sales and Sales Management Blog · 3W ago

Book Review: The Social Media Strategist: Build a Successful Program from the Inside Out

What are some of the most difficult challenges in social media in recent years that you can think of? Would being put in charge of social media for a company in the middle of a death spiral like GM be one of them? I’d sure think so—trying to help turn around the image of a [...]

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Sales and Sales Management Blog · 1M ago

Sales Lessons from the Two Best Sellers I’ve Ever Seen

I wrote this post about four years ago and am bringing it back as a reminder that what we do really isn’t nearly as complicated as we sometimes make it out to be. In essence all we need is a solid process and a good understanding of human nature, both of which we can learn [...]

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Sales and Sales Management Blog · 1M ago

Lessons for Sellers from the Unsocial Media

Is it just me or are others finding that they’re getting more and more brazen sales solicitations of various kinds from their new “friends,” “followers,” and “connections” than in the past? It seems that when I friend or follow or connect with someone I’m far more likely now than in the past to get

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Sales and Sales Management Blog · 1M ago

The Bittersweet Necessity of Tension and Conflict in Your Organization

“Donna, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict. No one is challenging anything in the company. Everyone gets along just fine, but it seems that everyone has taken

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Sales and Sales Management Blog · 1M ago

Book Review: Power Questions by Andrew Sobel and Jerold Panas

Despite what many think, selling isn’t about being the guy who “never met a stranger,” or the person who’s the life of the party, or even the person that makes friends easily. Selling is about connecting with people, listening carefully to uncover needs and wants, and then solving those needs and w

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Sales and Sales Management Blog · 1M ago

George Orwell’s Negative Influence on Sales Language

The coincidence of timing: My friend Dan Waldschmidt published a post yesterday on why words matter. After reading my post on how words a misused, I’d encourage you read Dan’s to see how words should be used. What words do you use to describe yourself and your products and services? Are there word

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Sales and Sales Management Blog · 2M ago

Four Common Destructive Sales Management Styles

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what a sales manager is. Whether I’m workin

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Sales and Sales Management Blog · 2M ago

Can It Get Any Stranger?

We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that

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Sales and Sales Management Blog · 2M ago

Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer

Sales Lead Brownouts Produce Sales Dips Within Three Months, Leading to Pipeline Failure.1 by James Obermayer “Companies often decide to curtail lead generation spending because cash flow slows and sales stagnate.” Please reread that last sentence. Does it make sense? It should read: “Companies th

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