How to Manage and Lead your Millennial Salesperson
I often get asked about coaching millenials—the youngest members of the sales force (under age 34), who are the fastest growing segment in today’s workforce. While sweeping statements about an entire generation can never be 100% true for any individual, there are a few factors that do separate millennial salespeople… Read More
Can an effective sales model be simple and useful?
Last week I was in Hong Kong delivering sales training to the APAC division of a major software company. The executive who hired me had requested two things: He wanted a strategic sales process that would gain buy-in from reps from different countries and cultures throughout their world-wide sales organization…. Read More
My Book is a Sales & Marketing Awards Finalist!
I have just heard that my book “Slow Down, Sell Faster!” is a finalist in the annual Sales & Marketing Awards competition for “Top Sales & Marketing Book of 2011.” For those of you that have read my book and liked it you can cast your vote today. Polls are open… Read More
Keeping it Simple
In the new book Steve Jobs, author Walter Isaacson describes Jobs’ thought process in deciding on the name Apple for his new computer company. His choice was inspired by his association with his newest fruitarian diet and a visit to an apple farm. The concept of an apple farm sounded… Read More
TopLine Leadership Releases The Biggest Sales Mistake
“The Single Biggest Sales Mistake” Identify the 4 Stages of Buying to Increase Sales September 19, 2011 – Reno, NV – More companies are increasing the quotas for sales people while win rates on new business are at an all-time low. Meanwhile, sales people are faced with an ever-changing landscape… Read More
