by Mike Scher | Nov 21, 2019 | Prospecting, Sales Management
effectiveness: noun “the degree to which something is successful in producing a desired result; success” efficiency: noun “the ability to accomplish or produce something with a minimum amount of time and effort” Which is more important? Sales efficiency is about...
by Mike Scher | Oct 22, 2019 | Featured, Mike Scher, Sales Management
Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look at each other and start running in the opposite direction. After about 2 minutes, Chris stops and drops his backpack. He...
by Meredith Buckley | Oct 18, 2019 | Sales Management, Tips & Tricks
Football season is here! Most diehard football fans know that are the great lessons from the game that apply to situations in real life. For instance, the strategy and preparation in football can certainly be applied to the dynamics of your sales job. But how does...
by Jason Stone | Oct 17, 2019 | Sales Management
“Practice makes perfect,” they say as you grow up with a ball in your hand or instrument at your feet. That same theory held true with sales when you entered the working world. In the early 1950s, Kaizen – a word derived from the Japanese words Kai (improvement) and...
by Jason Stone | Oct 17, 2019 | Sales Management
Photo credit: Chuck Cook-USA TODAY Sports Managing a team, whether it’s a sales team or a football team, is not easy. Expectations are always high, and all eyes are on you as a manager to teach your staff, maintain productivity and generate results. If you’re looking...
by Mike Scher | Sep 1, 2019 | Mike Scher, Prospecting, Sales Management
There’s a lot of hype around the emerging space known as “Sales Acceleration”. Unfortunately, the focus on sales acceleration has been limited to only a subset of sales people (sales development reps) and the associated solutions are laser focused on just one...
