Why Do Your Sales People Need Motivation?

 As I was skimming through Zite earlier today, a blog by Mark Hunter (or The Sales   Hunter as his website bills him) caught my attention. The headline: “Sales Motivation Video: Just Go For It! Stop Second Guessing Yourself!” Now, in all fairness, I don’t know Mr....

Information Defines Opportunities – 3 Steps to Radically Improve Sales Engagement and Business Results

Here’s a quick test for you: Pull a report of the top 20 opportunities in your organization. Now, go to each of them and answer the following questions:   What is the probability we will win this business? Is that based on the gut feel of the seller? Is it...

Sales Managers Should Watch More Basketball

I love watching the NCAA Basketball Tournament. I sometimes find myself riveted to games in which I couldn’t tell you the city or state where one of the schools is located. (I’m still not sure where Gonzaga is and they seem to be in the bracket every year.) I’ll watch...