Sales 2.0. What the Heck is That?

Sales 2.0. What the Heck is That?

If you are like most business leaders you have been around a bit and know the value of growing business through personal connections and referrals.  You may also understand the need to cold call when referrals don’t generate enough business.  But, how do you help a less tenured salesperson gain enough referrals?  Enter Sales 2.0, which is just a slick term for using social media for sales generating purposes.   Many company leaders disregard the use of these tools, especially in the B2B market, because they falsely lump Facebook, Twitter, Instagram, Snapchat, and LinkedIn together.  It is the savvy leader who […]

Top Five Sales Management Mistakes

Top Five Sales Management Mistakes

I was recently interviewed by BusinessInterviews.com and one of the questions was “What are some common mistakes you see sales managers making that can be easily avoided or corrected?”  Well the real answer is that if they were easily avoided or corrected then the sales managers probably wouldn’t be making them, but I didn’t say that exactly.  You can read that interview here.   It got me thinking though about those common mistakes that sales managers make and I have come up with my Top Five List.

5.  Lack of Consistent Sales Process

Of the hundreds of sales teams we have evaluated, I would […]