I am often asked by clients, what is new in media sales? What do you have that is new? What is the new and improved way to sell?
Jim Thompson, on April 19, 2016
I am often asked by clients, what is new in media sales? What do you have that is new? What is the new and improved way to sell?
Emily Estey, on April 18, 2016
I’m a mom. A lot of you are moms and dads as well. I often see parallels between “managing” my family and managing a team of salespeople. I noticed something the other day that I think I’ve noticed before, but hadn't made the association back to managing a team of salespeople until that moment.
Jim Thompson, on April 14, 2016
When I was a kid, I was told I had a natural talent for playing the piano. In fact, about 20 years later I came across a piece of music I played at a recital when I was 10 years old. I was in a combination of shock and utter amazement that I had actually performed and played that piece of music. However, there was a problem. I didn’t like to practice or play the piano. I wanted to be outside playing any kind of ball with my buddies. Trust me, I had no athletic talent at all. But I did have a natural talent to play the piano and I totally and completely wasted it.
Kurt Sima, on April 13, 2016
People decisions are the most important decisions that a manager makes, and the importance of hiring talented people is critical to the success of any organization. As a manager, it's easy to ensure you are hiring talented people by following these five steps:
John Henley, on April 12, 2016
Here’s why. When you have a passion or burden for something, there are fears that come with it. You can only be a fearless leader if you are leading in an area that you don’t have a passion for or don’t really care that much about. So rest assured the fears are normal. The real question is, what do you do with the fears you have? I have a two-step plan that I think will help.
Kurt Sima, on April 7, 2016
The best B2B salespeople know the shortest path to a new business prospect's wallet is through a thorough understanding of needs, problems, challenges and opportunities. Wouldn't it be nice if a new business prospect would simply email this information to the salesperson — this would eliminate the need to set an appointment and conduct a needs analysis. That would be a great sales strategy!
Loretta Lage, on April 5, 2016
There was a post on LinkedIn recently about the importance of making a good first impression. The post focused on professional men in beautiful, well-tailored suits, smiling, making excellent eye contact, and shaking hands. Surely there must be more than that.
First impressions are frequently discussed in the context of business meetings. Is it an important first meeting for a job interview? Or is it the first meeting with a client to conduct a needs analysis? It doesn’t matter what the situation, since memorable impressions are critical to both.
Matt Sunshine, on March 30, 2016
The regularly scheduled meeting that takes place with a sales manager and a salesperson (usually weekly) is uber critical. Yet, sometimes it is nothing more than an item on the to-do list of both the salesperson and the manager. In many sales organizations, this focused meeting between the manager and salesperson happens because it's the way it has always been done—not because it is highly productive.
Greg Giersch, on March 29, 2016
In 1996 Motorola introduced a cellular phone you could wear, email surpassed snail mail for the first time, and a computer named “Deep Blue” defeated the world chess champion. In the midst of this technological change, Al Ries published a marketing book entitled Focus: The Future of Your Company Depends On It.
Reis was already considered a marketing thought-leader, having coined the word “positioning” along with Jack Trout. Positioning was used to describe the perception of your brand relative to that of your competitors.
Whether you’re positioning your company, your department, or just yourself, the wisdom of focus is important to revisit. 
Beth Sunshine, on March 28, 2016
We have all fallen victim to the impulse buy. That gadget in the checkout line or “gotta have” in the window. Thankfully, most of those spontaneous decisions didn’t have a pronounced impact on our long-term success or happiness.
I’m sure you would agree that hiring a new manager doesn't fall into the same spontaneous purchase category as buying a Wonder Wallet or a Snuggie, but I have seen even the best managers out there succumb to the quick and easy option that is right at their fingertips. When a key management position comes open, the stopwatch starts. It takes massive willpower to not make a quick move, but instead apply the critical thought that is necessary to make a good decision.
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