Archives: 2011 February 08
My New Post on "Qualifying" is Up on the Sales Bloggers Union
February 8th, 2011, No Comments
When you get a chance, please make sure to check out my new post on the Sales Bloggers Union titled Properly Qualifying Prospects Separates the Winners from the Losers More than Anything Else in Sales . Qualifying prospects is an extremely important activity in sales, as you will see in this article.
Recruiting is Critical to Being Successful in Sales Management
February 8th, 2011, No Comments
The term sales management is very misleading, because the emphasis is really on the word “management” and not “sales”.
My New Podcast is Up on Sales Management 2.0
February 8th, 2011, No Comments
Just wanted to let everyone know that my new podcast is up on the Sales Management 2.0 Podcast website. Brad Trnavsky , Jerry Kennedy, and I spoke on the importance of rewarding your top sales producers .
This Week’s Sales Podcast Roundup
February 8th, 2011, No Comments
-The new episode of the Sales Management 2.0 sales podcast features your humble blogger Will Fultz in a discussion about what motivates sales professionals, and what companies should do to keep top sales performers motivated.
The History Channel’s New Show on Sun Tzu’s Art of War
February 8th, 2011, No Comments
This history channel has a new show out on Sun Tzu’s Art of War and how his style of making decisions could have changed the outcome of several historical battles. The Art of War is one of those books that I haven’t read cover to cover yet, but one that I have picked up quotes from through the years. Now that I have seen the show, I have a renewed interest in reading his complete piece
One of My All-Time Favorite Quotes
February 8th, 2011, No Comments
I’m certainly not trying to say anything political by putting this up, but I’ve always liked this quote from Nixon in his farewell address. I’m also not defending Nixon or his presidency, but these lines that follow are truly great and his delivery was perfect when he gave this speech.
You Have to be Responsible for Your Own Motivation
February 8th, 2011, No Comments
Far too many salespeople turn to their boss or company for their personal motivation to be successful in sales. This is a huge mistake, as salespeople need to be responsible for their own motivation if they want to become successful. You might have had a sales manager or boss that was an excellent motivator in your past or you might even have one in the present
Rugged Individualism Trumps Collectivism When Working to be Successful in Sales
February 8th, 2011, No Comments
For thousands of years, countries, governments, and monarchies were run using a collectivist model. What was good for the country or the leadership in charge was always best for the people
Should I Follow My Company’s Sales Process?
February 8th, 2011, No Comments
Most companies will usually have a sales process in place which they want you to follow. This begs the question – should I follow my company’s sales process? The answer is both yes and no.
