Welcome to the Sales Pro Insider Blog

 

The 2016 Sales Must-Read Books: Build a Learning Culture

Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with your team that positions them to bring extra value, challenges their thinking, and helps them be more skillful, work smarter, or open […]

Read More

Summer’s a Great Time to Pick Up a New Sales Book

This is the time of year I love! Long sun-filled days, warm temps, and lots of opportunities for outside fun. I spend a lot of time near water-our pool, the lake, and even a trip to the NW Pacific planned this summer) always with a book, or my Kindle, in one hand. (The other hand […]

Read More

Don’t Let Being “Part of the Family” Kill Referral Sales

Trusted advisor, business partner, collaborator, part of the family—all terms sales pros seek to indicate they are “in” with their customers. Joanne Black, my referral mentor, says these terms are good indicators of referral possibilities. Well, that is…unless  that close of a relationship starts killing referral sales. I was so proud of being called many […]

Read More

Think You Have the Right Sales Rep? Read This First

As a leader, some of the most important decisions you make are  when selecting new sales reps to join your team. Think about the amount of time, money and energy it takes to add someone to your work family…. especially someone who will represent your company to potential buyers. The hours of training, explaining what and […]

Read More