“Teams struggle with all the analytical data they have and they pile it on the sales person. It slows the sales person down.”
Recently, Lance Tyson sat down with the good folks at the Street & Smith’s Sports Business Journal and gave them a candid one-on-one, touching on some of the pain points facing sales management in the professional sports and entertainment segments. Continue reading
When thinking about Black Friday, your mind probably wanders to long retail lines and slashed prices on consumer goods and services. Not Business to Business sales. But there is a lot we can learn in professional sales from watching the trends we see with consumers and the way retailers are adapting. Continue reading
“To survive and thrive in this kind of agile business environment, salespeople also need to go beyond asking questions to providing fast, tailored solutions to customers on the fly. This type of adaptive selling will be the key to success going forward. All buyers want to feel that their problem is unique, and their solution is special. So, it stands to reason that the most effective sales solutions are (or at least feel like they are) highly customized. These days, buyers are looking for “just in time” solutions that are highly tuned to their particular needs.” Continue reading
When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the end, identify them as a successful salesperson. Based upon my observation, I believe highly successful salespeople must posses the following seven traits: Continue reading