Month

January 2012
Yesterday (Jan 24th), the Detroit Salesforce User Group got together and we had a great session. Erica Stowe is the local user group leader, and it’s amazing how she finds the time to pull this together. Big kudos to Erika for making it happen. The meeting was hosted at AAA of Michigan which is a...
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When you’re selling, it can be hard to let go. You like the client, you see long-term potential, and you think you’ve got a good sized opportunity. But, when that deal doesn’t happen it’s frustrating to consider all the time spent. When multiplying this across your team as a sales manager, you’re looking at dozens...
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Sales professionals do not concern themselves with corporate budgets or annual revenue projections. Those kinds of numbers are “big picture” numbers that the sales manager should be concerned with. A sales professional concerns himself with producing revenue against his own quota to generate as much income for himself as possible. One of the most difficult...
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A recent article in the Wall Street Journal, Drug Reps Soften their Sales Pitches, reported a big shift in the pharmaceutical industry’s sales approach. Reps are now required to use new selling skills that serve doctors as helpful advisors versus being the stereotypical “pushy” salesperson. The article regularly references the old way of selling — just...
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