All Entries in the "5. Sales Leadership" Category
Media Reinforces Negative Sales Stereotype
In this post, I want to highlight how sometimes, and for reasons that are just beyond me, the negative stereotype of a salesperson just keeps getting reinforced by the media…
Weathering The Seasons Of Sales Success
While chatting during a break at a recent conference, it became evident to me that some of the business owners were really struggling in the current economic downturn, and yet others were having some of their strongest results in years…
Are You A Sales Hunter, Farmer or Trapper?
Salespeople are often categorized into Hunters and Farmers. And there’s a third category I refer to as the Trappers…
Salespeople, Sales Process And Ethics
Recent research on ethics has significant implications for the sales process that business owners and sales managers adopt…
Sales Agility And Success
Recent research highlights the importance of ‘agility’ in business, and suggests that Salespeople are amongst the most agile. However many CEO’s fear that they are at risk because of an overall lack of agility…
