Category Archives: Leadership Series- The Essential Roles of Sales Leaders

10 Influential College Football Head Coaches

One of the fellow professionals I admire is Wayne Hauenstein, who is a consummate training professional. He just shared a fun read blog on Coaching, by focusing on the styles and traits of superior football coaches. I believe you will enjoy this read and the links to the various coaching styles he has defined. We […]

Read more ...

Interview with Robert Ferguson

Interview with Robert Ferguson The following transcript comes from our recent podcast interview with Robert Ferguson.   Carlos:  Greetings! With us today we have Robert Ferguson, a Values expert whose website is www.fergusonvalues.com. Welcome Robert! Robert: Thanks, Carlos. Happy to be here. Carlos: Thank you for joining us. Robert, one of the topics that has […]

Read more ...

The Simplest Way for Any Sales Manager to Improve Customer Retention

We have all heard that it costs most businesses five to ten times more to gain a new customer than it does to keep one they already have. So why, as sales managers, do we have such an easy time forgetting it? There are probably a few reasons, but we aren’t alone in our culpability. […]

Read more ...

Are You Flying Solo?

Is Selling Really An Individual Sport? Getting Your Sales Team to Work Together Nearly every book, seminar, video, and article on selling treats it as an individual effort. You work harder, motivate yourself, maximize your territory, etc., your sales and income go up. The rest of the selling world, and even the producers within your […]

Read more ...

Five Principles of Account Management

Leadership Series:  In the upcoming series of blogs we will share what we have learned in our work with senior sales leaders. Our intent is to present ideas in brief Checklist fashion. We welcome feedback if you have thoughts or contribution, and hope you find this series to be useful and thought-provoking. Account Management. Two […]

Read more ...