Why Should Anyone Talk with You?
I have a very important question to ask you. It is a question everyone of your prospects and customers asks when they see your caller ID show up on their phone, when you call for an appointment or when you…
Russ Emrick
Hope is a Strategy
“Hope is not a strategy” is a rant from almost every sales manager. Rick Page even wrote a book about it. Yes, hope is a strategy. The idea that hope is not a strategy is killing your sales results and…
To Those With a Hammer Everything is a Nail
Recently I’ve been working with more and more businesses where sales are cratering. Business itself seems to be faltering. Whether its from a dysfunctional government or the uncertainty of the business climate increasing profitable sales seems to be harder than…
Where Can Salespeople and Sales Managers Get Help?
I don’t normally use this site to talk about myself so I hope you’ll bear with me because there are some ideas here that will increase your sales and your effectiveness if you lead salespeople. I spent the better part…
2013 Sales Compensation Report from CSO Insights
Every year CSO Insights publishes the largest study of sales compensation and trends in the US. The report is 37 pages long. We can learn a lot from it. Below are some of the key points on firms under $50…
The Missing Element of Sales Success
The big question of what makes a salesperson successful comes up in almost every conversation. What is it? Motivation? Skills? Work ethic? Talent? The list is almost endless. Frankly it comes down to one thing – only one. Everything else…