grapevine

A recent HBR blog suggests there are seven traits [http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html] that top performers have. 36 separate virtues were tested to find where the biggest differences between high and low performers lay. The selling pool was from Enterprise Sales

This is a good post on Selling Power’s blog by a chap called Oren Klaff [http://blog.sellingpower.com/gg/2011/02/when-mr-big-cancels-your-meeting-frame-him.html] . It’s well worth reading if you travel to prospects for meetings and have had the experience of the top dog that you’ve come

[http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] Or are you instead, a parasite? America Tech industry blogger Rob Enderle recently reminded [http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] us of the all-too typical account management thrust. Is your firm’s > “focus on bleeding cash

5th Quadrant seems the name of a Croatian Interim Management provider. I came across a page they’d posted [http://www.5th-quadrant.com/en/selling_structure.html] about the demands on someone running a sales function. Unfortunately, none of their quoted figures has a source. Nonetheless, it’s intriguing to

One of the hardest things about sales management is how to handle one of your charges when they lose a deal. Fear of failure can drive some people to spectacular success. Fear of making a mistake usually freezes someone in terror. When I first started to learn my trade I