Category Archives: Sales Force Development

The Most Important Piece of Paper in Your Office

If it’s not THE most important piece of paper, it is very near the top for most B2B companies. What is it, you ask? The business card. Not yours, your prospects! I often hear from clients, “we would love to … Continue reading

Posted in Direct Mail, email marketing, Sales Force Development, Strategy | Tagged , , , , , , , | 6 Comments

Breaking Up is Hard to Do, Unfortunately

Recently I switched banks for all of my business needs.  It was simply due  to convenience and how easy my new bank made it for me to bank with them. Their mobile app made it  easy to say “yes, I … Continue reading

Posted in Customer Service, Sales Force Development, Strategy | Tagged , , , , , | Leave a comment

Back to the Basics

I read a good article a few days ago which explained why you will always need a good website and that chasing the Social Media hounds is something to avoid. While I feel that Social Media is here to stay, … Continue reading

Posted in Branding, Customer Service, Sales Force Development | Tagged , , , , , , , | Leave a comment

What You Can Do With Those Call Reports!

Call reports, the bane of every salesperson’s existence.  How do I know this? I have been subjected to them!  Now, before you put up your defenses, cross your arms, and become disgusted with me because you require them, ask yourself … Continue reading

Posted in Sales Force Development | Tagged , , , , | 1 Comment

Sales Literature, Useful or Wasteful?

“Send me some literature” the sales rep hears from the other end of the line.  The new or naive sales rep confuses this with interest on the part of the prospect, when in fact the seasoned sales professional knows this … Continue reading

Posted in Sales Force Development | Tagged , , , , , , | Leave a comment

Sales Territory Management

Many B2B companies employ a primary strategy of direct sales to get their products and services to market. If yours is one of them, right now it is more important than ever to be sure they’re managing their sales territories … Continue reading

Posted in Sales Force Development | Tagged , , , , | Leave a comment

Training A Salesforce vs. Teaching A Salesforce

Since the dawn of business time…man has attempted to develop himself and others through formal and informal training, hence the development of primary and secondary education systems. These all work to varying degrees of success depending upon leadership, curriculum, and … Continue reading

Posted in Sales Force Development | Tagged , , , , , , | 1 Comment