Sales Strategies and Tactics for staying in front of clients and prospects

The sales process is moving along great when all of a sudden the prospect goes silent stops communicating won't return your calls.  What do you do?    In this episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.

Management Coaching for first time sales managers

It's a fact that just like star athletes the most successful sales managers have coaches.   Having a sales management coach is especially important for first time sales managers given their high rate of failure.  In this last part of a four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one.

Hiring the right sales people has a tremendous impact on the success of any Sales Force. But how does a sales manager figure out who the best candidates are? In this third part of a four part series on first time sales managers Joe and Mike discuss some of the secrets to identifying the best sales people BEFORE you hire them.

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life – hence the high failure rate for first time sales managers. In this second part of a four part series Joe and Mike discuss how to assess your Human Capital you’ve been assigned as a sales manager from both a current and historical perspective.

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life, hence the high failure rate for first time sales managers.  In this first part of a four part series Joe and Mike discuss how to assess the territory you’ve been assigned as a sales manager from both a current and historical perspective.