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[...] you need to scrutinize your candidates with vigor. This article addresses phase 2, the “Telephone Interview”, of the four phases of hiring peak performing sales reps: Preliminary Phone Screen [...]

[...] read an article that compelled me to write this post. The article, simply entitled Closing Techniques, really put the “slam” on the concept of “closing”. The article I read stated that “ [...]

Last week I introduced the very important concept of Peer-to-Peer (P2P) Sales Coaching in my post entitled Best Practices in B2B Sales Leadership | Pe [...]

[...] Group (Aegon) to discover the secrets of selling like a pro.  Developing long-term successful client relationships is much the same whether selling individual services to consumers or selling [...]

[...] Coaching. I promised some examples.  First, though, let me reiterate the power of “P2P Coaching”. I use this term specifically, as it differs distinctly from traditional ” [...]

[...] is much the same whether selling individual services to consumers or selling multi-million dollar capital equipment to industrial process facilities. Right Click here and Save Target to download [.. [...]

[...] I read a great post today that I wanted to share with all my sales leadership readers. The essence of the post is this: Leaders who keep their employees in the dark about [...]

Once your candidate has passed the initial screen for ‘likeability’ and fundamental sales skills, it’s time to get really tough. The recruiting [...]

[...] Once your candidate has passed the initial screen for ‘likeability’ and fundamental sales skills, it’s time to get really tough. The recruiting phase is when you need to scrutinize your [...]