Employment

Knowing the Good Sales Guys from the Bad

Sales Manager

Good sales guys are very different to bad sales guys, in all sorts of ways. Customers will have one view. Colleagues another and management yet another. In this post we’re talking about the sales manager’s perspective. How does a new sales manager tell the difference between his good sales people and the other kind? This [...]

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How to Get the Sales Management Job

Sales Manager

Interviewing for the sales manager role? It’s time to release your secret weapon – your own definition of process, roles and responsibilities. And you can get that here. First lets understand the backdrop. The people hiring sales managers are rarely experienced in the job themselves. They might be C level executives, or general managers. Quite [...]

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Difference Between Employee, Contractor and Contract

Uncategorized

What’s the difference between a contract of employment, a contract to supply services on demand and a contract for supply? This is a particularly relevant question for us because we’re embroiled in such an argument ourselves right now. In another business we have a contract for supply but the other party seems to think it’s [...]

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The Brutal Truth About Sales Management

Sales Manager

Twenty five years in sales management taught me one thing – the job stinks. In the process I also learned how to cope with it, or at least my version of how to do that. Here are my reasons for saying it stinks: The truth is harder to find than rocking horse crap. Sales people [...]

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How I Sell To CEOs

Sales Coach

Selling to the CEO isn’t a difficult as it might appear, but it is different to selling to anybody else in the organisation. The CEO has a different perspective. If we can find and exploit her personal agenda the selling will be simple. Here’s a secret to selling to CEOs you won’t find in any [...]

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My Worst Sales Call – Ever!

Sales Coach

CEO’s, VP’s and Sales Managers need to stay out of my way until I decide how they can help, and then do it my way.  Why do I insist on this?  Read the story – its true although I have changed the names. How My Sales Manager Cost Me Money Steve had been working for [...]

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