A Resource for Professional Sales Executives

Recent Articles

Is it time to look for another sales job?

Is it time to look for another sales job?

During lunch while interviewing for a sales job in the computer leasing business the hiring sales manager made the following statement that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at the right time.” That statement has had a tremendous impact on me to this day. If you take the time to reflect on it the statement is obviously true, but do we all adhere to it? If in fact we make decisions to stay in sales long term. Shouldn’t we be aware of the changing markets…

Read Article →
Make the most from a lost sale!

Make the most from a lost sale!

Let’s face the fact. No one likes to lose business. The resulting empty feeling of losing a hard fought battle can be devastating. This is especially true if you lose a deal in one of your key accounts that you forecasted at a 90% close rate. This can be an extremely emotional time for you and your sales manager. When you receive the bad news via a phone call or email your initial reaction is to strike back and tell your client how foolish they are. They certainly must have missed something in your proposal! Your competition must be lying…

Read Article →

More Articles