Tips and Tricks For Your Business Solution

If you’re a solopreneur, consultant, business owner, or independent professional, you probably have asked yourself some or all of the following questions:

* How can I get more clients?
* How can I get better clients?
* How do I sell more to the clients I’ve got?
* Can I earn more money and still have a life?
* Why are sales activities so difficult sometimes?
* Is there a “right” way to sell?
* Where can I turn for hands-on advice when I need it?
* When will this get easier?

Well, I’ve got some answers. Here’s what most sales training companies will tell you is the answer to your sales and marketing challenges: sales training. Here’s what most marketing consultants will tell you is your answer: marketing consulting.

Well, that just isn’t the case.

If anything, you need to UNlearn what a lot of sales training and marketing seminars and sales books have told you. You need to reconnect with how to sell based on WHO you’re – in short, to start using and recognizing the power of selling differently.

And here’s something new and different coming from someone like me: You don’t need sales training. Read more… »

One of the most vital decisions a company will make is the hiring of the right sales manager. All the same, many business proprietors and executives make the only too common mistake of restricting their search to those with industry experience. There’s a feeling that the sales manager must come from their industry as that’s the only way they’ll be successful in the role. Many put that element of their criteria at the top of their decision list. “The successful applicant will have 10 years experience in the widget industry.

The finish result of this access is that companies hire the industry retreads. Mayhap, employers think that this person will bring along valuable competitive secrets, maybe even some clients. While that may occasionally happen, this approach negatively impacts the company. They may as well hang a sign outside that says, “No new ideas permitted” because that’s what you get when you focus your search on industry people only. What often happens is that the individual gets hired because they can create the illusion of brilliance by using industry jargon to blind the interviewer. “Eureka! We’ve found our sales manager! She’s very strategic!”

Every company thinks they’re in an industry that’s so unique and has so many nuances that the hire must have industry background. This is a scary approach! If that’s the feeling in the company, there’s a much greater issue that they face. How will they scale? If they always limit the search to those within the industry, what do they do when they run out of candidates? The fact is that most industry information can be taught. The company needs to get over their hubris thinking that their industry is so special that it takes an industry veteran to be successful. Product knowledge isn’t the main driver in a successful sales person, nor is it the primary one for the successful sales manager. Consider this, CEOs bounce from Fortune 1000 company to Fortune a thousand company based on their CEO acumen, not their industry knowledge. Read more… »