Archive › March, 2004

The Changing Face of Selling

The winds of change are impacting the sales profession. These changes are being brought about, for the most part, by the changes that are occurring in the buying arena. Unlike selling which is a full-contact sport, buying has moved to being a non-contact sport for many things. The Internet and other media have replaced the […]

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Show the World You’re a Sales Professional

It’s been almost ten years since I last went on a rant about the sales “profession” and what we can do to make it even more professional. So, here I go again! First off, I want to say that I’ve been in sales for over thirty years and I’ve been proud to call myself a […]

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Building a Personal Business Network

We all know that people buy from people they know and people they like. We also know that people send business to people they know and people they like. Having a strong network of people who can help you and who you can help is a valuable asset that many salespeople neglect to develop. One […]

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The Cost of a Sales Call

Do you know the cost of a typical sales call in terms of real dollars and cents? More importantly, do your salespeople know the cost of a sales call? I suspect that if salespeople realized the real cost of making a sales call they might be more careful about how they spend their time and […]

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