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Execution: The Magic of Sales Leadership

by SalesManagementGuru on March 9, 2010 8:14 AM

Execution: The Magic of Sales Leadership There is no magic! Oh Really? With many organizations we hear grand stories; in our strategic planning process there are new business strategies created, exciting marketing concepts created and... More »

Celebration-Sales Leadership's Role

by SalesManagementGuru on March 1, 2010 12:32 PM

Celebration-Sales Leadership's Role This past weekend we had plenty to celebrate, the University of TN men's basketball team beat the #2 team in the US, our rival University of Kentucky and then the Lady VOLS... More »

It's May! Already?

by SalesManagementGuru on February 22, 2010 10:08 AM

It's May! Already? February 22, 2010 If you have received an email from me you most likely have noticed my signature line is "Looking Forward". That wording has multiple purposes: 1) looking forward is a... More »

So What? Creating Emotion in Sales (Free Tool)

by SalesManagementGuru on February 16, 2010 7:21 AM

Selling and sales leadership are emotional jobs--selling must change the buyers mind and heart; it is only somewhat logical. Too many sales teams only "sell the facts." As a sales manager responsible for sale force training, what are you doing to increase your sales team's training--that is, increasing their ability to tell your story emotionally?

The Impact of Sales Leadership in a Partner Organization Web Cast Feb 10th

by SalesManagementGuru on February 9, 2010 9:17 AM

Finding Positives is a Must Action for Sales Leadership This is a two part blog; first: I will be leading a training web cast on Feb 10th for all Microsoft patners. REGISTER today. The Impact... More »

Questions That Sell Technology

by Tessa Stowe on September 9, 2009 6:04 PM

In selling technology, focus is often put on having all the "right" answers. There is an illusion that if you tell a prospect all about your technology product and can answer each of their questions,... More »

Compensation Planning for 2010 NOW???

by SalesManagementGuru on September 15, 2009 7:45 AM

Sales Compensation Planning for 2010 Now?? It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota's and budgets-but alas- it is... More »

What To Say If Your Prospect Only Has 10 Minutes

by Tessa Stowe on August 5, 2009 4:51 PM

Have you ever had a prospect for your technology products say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response... More »

Channel Speak: For the Vendors

by Pat Taylor on April 13, 2009 7:36 AM

Channel companies are valued for providing 'scale' and 'reach' to the vendor community. Their feedback on product performance and acceptance is quick and reliable, and their time-to-market with new products is superior. But as Brian Berlin mentions...