Our good friend, Alfredo Coppola, is Partner at e-Storm International Consulting, a marketing services company with offices in Canada, California, Europe and Asia. He recently offered his advice for Canadian tech companies wishing to sell into the US. “Before investing the time and financial resources on setting up regional US sales offices, consider these three [...]
Why BS is BS
When I was much younger, I used to think that it was ok to BS customers and prospects as long as you did it well. Then I became a professional and learned how to make money and the matter of fact is that there is no such thing as good BS. It is usually obvious [...]
Zero Tolerance for Mediocrity
Gordon Ramsay is the cantankerous, world famous chef, TV star, cookbook author, and millionaire restaurant owner. He is well known for his entertaining TV shows Hell’s Kitchen, Kitchen Nightmares and the F Word. He probably swears more than anyone else in the world and he has even been awarded an Officer of the British Empire [...]
Quote
“If you don’t have a selling system of your own when you are face to face with a buyer, you will unknowingly default to his system.” – David Sandler
Reading List from PHC Consulting
Peggy McKee runs PHC Consulting which specializes in medical sales recruiting. She is known as “the Medical Sales Recruiter” and we are excited to have her as a guest blogger discussing how you can become a better sales person by investing in your sales skills… Read all about it…how to be a great salesperson “I’ve [...]
“A” Players Attract “A” Players and “B” Players Attract “C” Players
Unless you have a product that sells itself (no such thing?), then you need an overachieving sales team to deliver growth. “A” players in the context of sales, simply means that they consistently create revenue from thin air, outsell their peers and make the company look exceptional. Because “A” players are creative and successful, they [...]
Sales Recruiting Stories and Tips
This blog recently came to my attention – some great stories and advice from someone who specializes in hiring sales talent in the medical sector. Medical Sales Recruiter – Tips & Quips. You will also find some recruiting tips and career advice that applies across all sectors. Eliot.
The best resumes say a lot by not saying a lot
Two top producing sales leaders that I know have the shortest resumes I have ever seen. One of them has less than 10 years of experience and one has about 20 years under his belt. Both of them have one page resumes that highlight positions held and their most prominent achievements focusing on revenues, clients, [...]
Sales Comp Plans 101 – 5 Basic Things to Know
We are often asked about how to structure competitive sales compensation plans and how to tailor incentive programs to generate the right sales results. Here are a few basic things to consider: 1. First assess the effort and risk associated with delivering the sales you need from the sales person/position. The higher the effort and risk, [...]
Positive in the Face of Adversity
Great sales people do not let setbacks or rejection prevent them from achieving success. They never give up on a deal until it is definitely dead or they can work on another more likely to make them money. They persist when many obstacles face them. Eric Goodwin posted this funny cartoon on his Facebook – [...]
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