Technology has given marketers, sponsors, and their advertising agencies the power to self-serve when they purchase media, which has the immediate effect of separating you from your products. We have three ways to help your sales people make your clients want to do business with them rather than just buying their inventory. View Post

Your best sales people have learned to spot the clients that should be doing business with your company. And when those clients are small, they require time and attention in order to help them grow. The irony is that those same sales people often lack the bandwidth required to grow those small accounts. View Post

Sometimes, even the most talented and motivated sales people need help getting an account in motion. A recent walk in the woods reminded me that a manager can really help a sales person get excited about growing an account by helping them find the uniqueness of that business. View Post

The sidelines on a basketball court are more than just boundaries. Those lines help coaches become better coaches and players become better players. Makes you wonder how Sales Managers' jobs would change if they had similar boundaries separating their job from the job of the seller. View Post

If the Rule of 10 were true - that's the rule that says that for every initiative you introduce in your company, out of every ten people, three will love it, three will never do it, and four are going to sit on the fence to see how serious you are - then whom should the manager focus on first? View Post

According to the Rule of 10, every new initiative will be met by three people who love it, three people who are never going to do it, and four people that are on the fence. Let's assume the Rule of 10 is true. How do we use it to our advantage? View Post

Are you one of the many sales managers that are frustrated that the new tools you need to monetize are not selling? One very likely culprit might be the way you are introducing them to your sales team in the first place! View Post

It probably sounds counter-intuitive, but you can grow your most valuable clients and your most promising prospects by giving them time and attention when you are not trying to sell them anything. View Post