Do you trust your customers?
By Ken Schmitt, Founder and President, Sales Leadership Alliance and TurningPoint Executive Search Most companies take a somewhat defensive approach to engaging their customers. They require [...]
CRM- Finding Your Balance
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training There are so many options to choose from when contemplating a Customer Relationship Management (CRM) system. They can [...]
Networking: How much is too much?
If everyone is networking, building their contact list and attending events, how can you possibly stand out? Is there such thing as too much networking? By Vicky Willenberg, Social Media and [...]
How to build an effective social media campaign
Social Media and Business: What is Virtual Shelf Space? Why do I need it and how do I get it? By Vicky Willenberg, Social Media Manager, TurningPoint Executive Search The most common reaction I [...]
How good would you say you are at listening to your prospect?
Most salespeople we talk to rate themselves pretty highly in this area. Yet most, sad to say, fail. By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training When a prospect [...]
Confirm the Investment Before You Invest Your Time
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Has this ever happened to you? During an initial discussion with a prospect, you make it a point to review your pricing [...]
When Under Attack, Fall Back
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Has this ever happened to you? You’re in the middle of a discussion with a prospect, and suddenly you’re [...]
I Hear You – But I’m Not Listening!
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be [...]
What are our expectations of people on the frontline?
By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training What are our expectations of people on the frontline? We’re asking them to make outgoing calls, cross-sell and up-sell [...]
“Hire Right, Higher Profits”
How many times have you hired who you believed to be a great salesperson – only to walk that person out the door three months later? We’ve all done it. In Hire Right Higher Profits, Lee [...]