Category Archives: Sales Management Articles

Robert Cialdini’s book, Influence: The Psychology of Persuasion, while not your typical sales book, provides a fascinating look at the science of persuasion and how buyers are influenced into making purchases. The author, a professor of Psychology and Marketing at Arizona State University, spent three years undercover in telemarketing organizations, car dealerships and fundraising organizations observing

Good article here, Five Common – and Avoidable – Mistakes in Sales Force Design, by ZS Associates. We have summarized theses mistakes and added our take. Role pollution – Sales people are involved in too many support and non-sales activities. Peak’s Take: We see this a lot, particularly from sales managers that weren’t themselves top sales people,

Leading sales trainer and author, Colleen Francis, recently had this to say about first impressions in sales: Salespeople will generally have between 4 and 30 seconds to make a first impression on prospective clients that will compel them to want to engage This is a sobering observation. Most companies have a limited number of prospects

It is no accident that many successful sales force’s are highly ethical. When customers are treated the right way and their best interests are made a priority, they reward their suppliers with more business. Immoral and dishonest sales people don’t achieve long term success (and they certainly don’t sleep well at night), but getting your

In a perfect world, appearances don’t have an impact on business, but in the real world, unfortunately, looks seem to matter. Studies have shown that people considered to be attractive earn more money and generate higher sales results. The studies aren’t necessarily conclusive, but I know this from being in sales for many years: buyers