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Date Range: 01/03/2000
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07/02/2011
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Sales Architects: If Price Really Matters…
Price has always been a major obstacle preventing salespeople from selling. Or at least, that's what salespeople say. Here is some evidence to the contrary.
Feb 24, 2010
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Should You Promote Your Top Salesperson to Sales Manager?
Sirens lure business executives and small business owners. The song they sing has one line: "Promote my top salesperson, put six people underneath him, and generate six times the sales." And in the end, many business executives and their companies have been led into harm's way.
Dec 15, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: "LinkedIn is a Waste of Time for Salespeople!"
My feelings about LinkedIn are not theoretical, and I'm not a paid advertiser of it. What I am is a beneficiary of this social media/marketing platform. I've personally used LinkedIn to build two businesses with this Website as the primary lead source.
Nov 06, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: The Two Most Powerful Words for Selling More
Let me guess…the headline pulled you in, right? You may well be thinking someone has found a new formula for water—that there are two magical words you can say that will skyrocket your revenue and commissions. The reality is, these two words aren't ones you can ever say to a prospect, but they are guaranteed to drive your revenue and income.
Oct 19, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Building a Sales Metric Management System
Revenue is not a metric—it is a result. There is nothing sales managers can do to address revenue. They can, however, work with a salesperson on specific activity levels that lead to quota attainment. In essence, the statistical components of your sales metric management system create a success roadmap for your salespeople.
Sep 16, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Recruiting Sales Talent Through Needs Analysis
The life of a recruiter parallels that of a salesperson. Recruiters need to develop a needs analysis strategy when recruiting sales candidates, just like salespeople do when pursuing prospects. Lecturing candidates on how wonderful the company is doesn't inspire excitement; sales managers often refer to that approach as throwing darts while blindfolded. A candidate recruiting strategy using the same tactic is destined for failure.
Aug 10, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: The Threat of Robotic Selling
There's much to be said for having a defined sales process, but it's also important not to underestimate the personal side of selling. People don't like dealing with robots who don't think, don't care, and are inflexible. If you're not careful, you may create an ineffective sales team that has adopted robotic selling.
Jul 09, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Hiring Your Competitor's Salespeople? Beware!
Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water, and have a great salesperson pop out, wouldn't it? Obviously a pipedream…and yet, small business owners and sales management executives often follow a similar course of action in their search for great sales talent.
May 27, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Is Your Sales Strategy Missing an Ingredient?
Most salespeople are passionate about their product because they see it as important for their clients. But importance alone doesn't make sales happen—a key ingredient is missing from their sales strategy.
Apr 16, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: The Equilateral Triangle Model for Developing Sales Compensation Plans
While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
Mar 23, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: How to Hire the Right Vice President of Sales
Focusing your selection process on candidates' salesmanship will lead to hiring the wrong person for the job.
Mar 12, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: The Epidemic That's Killing Sales Pipelines
Sales pipelines everywhere are stuck, not because of the economy, but rather due to a decision-maker affliction.
Feb 10, 2009
- Sales and Marketing Management
- Lee B. Salz
Back to Basics: Sales Strategies for a Tough Economy
Let's look at what you need to do to actively compete and keep your sales afloat.
Jan 29, 2009
- Sales and Marketing Management
- Kelley Robertson
Sales Architects: Build Your Revenue Accelerator Program
Reduce the amount of time it takes for your new salespeople to generate revenue by creating your own Revenue Accelerator Program.
Jan 27, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: The Unprecedented Sales Management Challenge for 2009
Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.
Jan 15, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Management Speaks Out on Sales Focus Strategy
Industry experts weigh-in and share their insights on how to get your sales team focused and drive productivity.
Jan 14, 2009
- Sales and Marketing Management
- Lee B. Salz
Training Tech Check
While technology makes global training possible, some challenges still exist. The key: Identify your training needs, then choose the technology that fits.
Jan 12, 2009
- Training
- Gail Dutton
Sales Architects: The Salesperson's One-Word Job Description
Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced salespeople to improve their skills and refine their approach.
Jan 05, 2009
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Do Your Sales Need a Little R&R?
Every salesperson needs to improve their approach in tough economic conditions. A little R&R is in order. (And that's no vacation!)
Dec 11, 2008
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Strategies That Get You Hired
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light.
Nov 25, 2008
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Sales Manager—Job Title or Specialized Skill?
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
Nov 13, 2008
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Design an Offer That Commences the Sales Marriage
The offer stage of a sales talent screening program takes preparation and finesse. But the good news is that there are many parallels to sales that can be applied to this phase.
Oct 28, 2008
- Sales and Marketing Management
- Lee B. Salz
Sales Architects: Drive Attendance to Your Seminar
There is a major difference between visibility and conversion. The key to success for any event is to understand the factors driving conversion.
Oct 16, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Motivate Your Sales Team to Crush the Tomato
Motivation is one of the biggest keys to developing successful teams. Every day, highly-skilled teams are beaten by lesser-skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
Sep 26, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Investigating Why the Sale Didn't Happen
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesnt happen. There are lessons to be learned in sales gone awry.
Aug 29, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Priming the Sales Applicant Pump
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Aug 15, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: What Is Leadership?
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
Jul 24, 2008
- Sales and Marketing Management
- Lee B. Salz
Compensate to Motivate
No question, channeling the energy of a sales team can be a challenging endeavor. But here's an incontestable fact: How you compensate your reps determines where they invest their time and the results you get.
Jul 14, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Successful Selling and the Theory of Relativity
Are you and your team as successful as you can be? Are you limiting your personal growth? Learn how to remove all barriers that prevent you from maximizing your success.
Jul 11, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: 7 Steps to Hiring the Right Salespeople
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company's sales talent screening program.
Jun 26, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Sales Candidate Attributes
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
Jun 13, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Secrets Buried in a Salesperson's Resume
The vehicle that introduces salespeople to companies is a resume, but there are secrets hidden in its contents that hiring managers should know before they interview a candidate.
May 26, 2008
- Sales and Marketing Management
- Lee B. Salz
The Sales Dodo: Can Fear Motivate the Passive Sales Candidate?
Enticing salespeople who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed? And if it's fear, how can you use it to your advantage?
May 16, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: "Can't Sell Today"
The most important thing your salespeople can learn is not to give in to performance excuses.
Apr 22, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: What's The Game Plan?
If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for salespeople.
Apr 08, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: 12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Learn the 12 keys to help ensure that your team is focused on the right things every day.
Mar 25, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: The Most Underutilized Strategic Advantage…References
Salespeople are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag—the right reference. Sales& Marketing Management online columnist Lee Salz gives his tips on how to use references as a strategic step.
Mar 13, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: Don't Fall in the Vendor Trap
There is no bigger insult to a sales person than being called a "vendor." Are you the reason why prospects see you that way? Learn how to migrate your clients' perceptions of you from a vendor to a partner.
Feb 27, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: RFPs are a Salesperson's Kryptonite
RFPs can leave you feeling powerless. Regain your advantage before you decide to respond to your next RFP.
Feb 13, 2008
- Sales and Marketing Management
- Lee B. Salz
Train With the Sales Dodo: Five Keys to a Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
Jan 29, 2008
- Sales and Marketing Management
- Lee B. Salz
Train with the Sales Dodo: Five Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of their sales organization's leaders. Yet, few know how to do it well.
Jan 15, 2008
- Sales and Marketing Management
- Lee B. Salz
Will You Pass the Sales Flinch Test?
There is a little test that professional buyers give to every sales person to see if they are confident in the price they presented. They call it the flinch test. Will you pass?
Dec 20, 2007
- Sales and Marketing Management
- Lee B. Salz
Sales Lessons from The Yankees
The falling-out between the Yankees and Joe Torre happens every day in business. Here's what salespeople need to know so it doesn't happen to them.
Dec 03, 2007
- Sales and Marketing Management
- Lee B. Salz
Stepping Up Sales Training
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider these five keys to ensuring you find the right person for the job.
Nov 30, 2007
- Training
- Lee B. Salz
Minding Your Miles
The ultimate guide to saving money, saving time, and saving your sanity on the road
Sep 01, 2003
- Sales and Marketing Management
Prepare Like a
Prepare Like a Pro
Sep 01, 2003
- Sales and Marketing Management
Remember when you actually had to buy your plane
Remember when you actually had to buy your plane ticket from a person? And remember when the only electronic devices on flights were in the cockpit? Jet-setting sales and marketing managers now use technology for everything from expediting airport check-in to accessing their corporate networks from 25,000 feet in the air. "The ability to stay connected and use real-time feedback are becoming the norm of communication," says Brian Gratch, principal with Gratch Associates, a consulting firm for the wireless industry in Evanston, Illinois.
Sep 01, 2003
- Sales and Marketing Management
New Hires: Fit the Profile or Don't Apply
If you need proof that it's an employer's market, just take a look at the numbers: In December 2002, more than 3 million people had been unemployed for at least 15 weeks, according to U.S. Labor Department statistics. In the sales arena there are so many applicants for some positions that managers are becoming ultra picky when hiring new sales staffers. They can name their qualifications and find people to fit an exact profile.
Feb 03, 2003
- Sales and Marketing Management
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