Category Archives: Sales Consulting

Like investing, selling is not a profession for the faint of heart. Both professions require a strong stomach and the ability to endure the ups and downs of long business cycles. If you’re an organization that deals with long selling … Continue reading →

I thought of this Blog topic after reading an article in last Wednesday’s Wall Street Journal (Why Your Lizard Brain Makes You a Bad Investor – and How to Battle Back), in which writer Jonathan Clements discusses the psychology of … Continue reading →

What’s the impact of making a hasty hiring decision? Think about the cost of a bad sales hire in your organization by completing the table below. You will need to calculate costs using your best estimate. Consult with others in … Continue reading →

One of the biggest challenges for sales managers today is keeping in touch with salespeople – and keeping them engaged. We asked 50 salespeople and their managers for their best tips on how managers can stay connected with their sales … Continue reading →

About a month ago, I was promoted from Marketing Coordinator at The Loyalty Group (TLG) to the Manager of Customer Loyalty. Since it was a new position at the company, I was asked to help define the role and responsibilities…and … Continue reading →

My PR person, Kimberly Hathaway, found this press release link. It’s got some useful best practice research on sales training. I’ve used this site myself for other (non-sales) best practice business research. I recommend it. You have to register but … Continue reading →