Category Archives: Sales Management Articles

Selling in a startup or a small company is a lot different than selling in an established company. On the pro side, selling in a startup means less red tape so reps can be more opportunistic and aggressive on pricing. On the con side, reps have to sell without an established brand, references or much

Are you always looking for more time? Do you find you do allot but never get to the most important items on your list? While most managers start the day with a schedule many managers let the events of the day hijack their schedule, which can wreak havoc on productivity and ability to manage sales

I ran across this great post  What Really Motivates Sales People.  The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in motivating sales reps. He also shares comments from members of his LinkedIn group. The bottom line from his perspective is that

I’m not out there sweating for three hours every day just to find out what it feels like to sweat. Michael Jordan relpost-thumb-wrapper Related posts What I Wish I Knew Before Becoming a Sales Manager: 29 Expert Tips B2B Sales Team Structure: A Simple Strategy for Creating a Winning Team B2B Sales: 7 Ways It’s

With just under 6 weeks until quarter end, you are focused on making sure all of your reps are pushing deals through their pipelines. Perhaps some deals are moving slowly or stalled. Here are four things your reps can do to get stalled deals moving again: 1. Reiterate upfront contracts – when the prospect was