Teamwork is one of those terms thrown around frequently in the business industry. We all know it’s important, but how much are we practicing it? And why should we? More successful outcomes should be a good reason for exploring teamwork, according to the Management Study Guide. Research, MSG experts...

Read more

One of the biggest issues sales teams face is the amount of time it takes to connect with a prospect. How many times do I have to call for them to pick up? What about the gatekeeper? Am I trying to reach the right person? These are all questions...

Read more

Taking time to review and revise your sales strategy is always a good investment. Whether you do it at the beginning of the calendar year or fiscal, creating a quantified road map for achieving sales success will help to shorten the distance between you and your sales goals. As...

Read more

It’s an unfortunate reality. When it comes to professionals who earn the lowest marks for honesty and ethical conduct, car salespeople continually drop to the bottom of the pile — next to Congressmen, according to a recent Gallup poll. While car salespeople were singled out in the study, a...

Read more
By: Brad Seaman On: February 02, 2016 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s not surprising. As with most industries, the sales industry has changed significantly over the past few years — requiring managers to take a hard look at what it takes to be successful in today’s digitally-driven business environment. Harvard Business Review pointed to this shift a couple of years...

Read more

Chances are you’ve heard it before: Way too much of your sales reps time is devoted — or should we say consumed — by tasks that have absolutely nothing to do with actually engaging with prospects so that they’re getting closer to closing deals. On average, according to the...

Read more

It’s been ages since author John Malloy penned the bestselling book “Dress for Success.” It was back in the ’70s, in fact. With businesses — from tech companies to major corporations — instituting everything from casual Fridays to casual dress codes for every single day of the week, the...

Read more
By: Brad Seaman On: January 19, 2016 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

The benefits of upselling and cross-selling is a no-brainer, especially when you take into account how the practices are working in the ecommerce sector. With automation working on its behalf — showing visitors complementary products for selected purchases, it’s no wonder Amazon has reported that upsells and cross-sells make...

Read more

Ready to increase your sales? Of course, you are. Besides analyzing your marketing strategies, closing techniques, and training of your sales reps, you could get significant gains by putting your presales capabilities under a microscope, according to the Harvard Business Review. In studying companies internationally, HBR came to this...

Read more

Congratulations! You made what seems like a million phone calls to get to this moment — a one-on-one meeting with a qualified sales prospect. Now is not the time to start sweating about the possibility of blowing it. Brush up on your people skills to make sure your first...

Read more