April 1, 2007
This month's article is about how sales managers can behave on sales calls with their reps. I am writing it because I feel that sales managers often behave as "sales manglers" when they go on collaborative calls with their reps.
March 1, 2007
Most companies expect their salespeople to develop new business. If they have sales managers, they generally expect the managers to drive salespersons toward the holy grail of generating significant new business.
February 1, 2007
‘Tis the season for trade shows, exhibits, expos-name your flavor. They abound throughout the country. It seems as if every industry provides its channel partners the opportunity to come together during the fall season.
January 1, 2007
Distributors of commodities have difficulty persuading customers and prospects to buy from them. In most distribution channels, there are hundreds of competitors who are anxious to take business away from the incumbent, or holding on like a vice grip to the business they have in place.
