Customer Service: The Cycle of Negativity

Tips for a Successful Trade Show

Trade shows can be a very successful lead generation tool, often though they are not as successful as they could be because companies don't prepare enough. There are three things every company should do in preparation for a successful trade show:

How to Use Criticism to Your Advantage

Dealing with criticism is rarely easy or pleasant.  Some people are good at giving criticism, while others can be quite abrasive; some offer it in order to make you better (like your coach or manager), while others use it to put you down.  No matter how you find yourself receiving criticism, it is important to accept all feedback with grace.

5 Basic Sales Coaching Questions

Three Approaches to Handling Price Objections

I think every sales person will agree when I say that price objections are like speeding tickets…it’s difficult to talk your way out of them and disappointing to part with the money they cost you.

Summary of “You Can't Hire Great Sales People”

I just finished listening to "You Can't Hire Great Sales People - So Stop Looking For Them", an episode in The Sale Management Minute series By Lee B. Salz. Lee talks about the difference between hiring the "great sales person" and hiring a sales person with the "potential to be great.” What’s the difference?...hiring a “great sales person” will more..

Why Demanding Performance Doesn't Work

Whether it was your first job, your current job or somewhere in between, we’ve all worked with the demanding manager at some point in our lives. The demanding manager approaches employee leadership with a do-it-because-I-said-so mindset. If your parents were anything like mine, then seeing that phrase just sent you on a flashback to your childhood. As a..

Training Reinforcement

Every year many companies invest a great deal of time and resources on employee training programs with the expectation that employees will return from training as top selling sales reps, but this is unlikely given that employees will only retain a portion of what they have learned just weeks later. Research continues to emphasize the ineffectiveness of traditional training..