Category Archives: Sales Management Articles

Describe cold calling to someone outside of sales and they will cringe at the notion of contacting an unknown person and likely hearing that they don’t want to speak. Even sales people who claim to embrace hunting will often avoid cold calling if given the choice. There is no doubt that prospecting for new customers

Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as  “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit

Hard work creates opportunity and there is still lots of time to find and close net new deals. Since December marks a great time to work hard towards a strong finish for you and your team, we have compiled the ten best ways to make sure your team hits target by year end: Communicate the Importance of

We have written about the importance of persistence in selling before (see The Not So Fine Line Between Persistence and Stalking in Sales). Knowing that it plays such an important role in helping to win accounts, here are some quotes to inspire one of the core most important traits of selling – persistence. Incredible salespeople relate

The Vice President of Sales has the primary responsibility of delivering the right revenues; be that defined as a hard number, growth target, profit target and/or a market share goal. Secondary responsibilities include: Recruiting, Backfilling and Helping His/ Her Sales Team, Building the Sales Strategy, Devising Sales Tactics, and Creating and Selling Deals Him/Herself. The following job description provides a