Are you stealing the spotlight from your reps?


An EcSell member made a very insightful comment during our call this week.  He said, “it’s amazing how much work gets done if you don’t care who gets the credit.”  His statement got me thinking about how the competition for recognition can get in the way of a sales manager making the right decisions.  […Continue Reading…]

▶ Selling Is Harmonizing | Sales Tips – YouTube

In this video, Jeffrey Gitomer illustrates how selling is not about manipulating the customer; selling is about harmonizing. Find out how to get in sync with your client’s desired outcome and create an atmosphere where the customer will want to buy.

Have you ever seen or experienced a sales person trying to manipulate a customer? What was the end result?

▶ Selling Is Harmonizing | Sales Tips – YouTube.

Jeffrey Gitomer

Steps to a Successful Sales Call

By Barry Farber (

imagesFrom preparation to closing, remember to make these key moves.

It’s always good to have a plan for your sales visits that can serve as a quick reminder of the essentials. You can use this checklist as a review before and after each sales call to make sure you cover all the bases. Leaving a sales call and wishing you had remembered to ask a specific question or show the prospect another product idea is a horrible feeling; using this checklist may help you avoid that. Edit this list based on the type of sales cycle you’re involved in.

[…Continue Reading…]

Using Evernote for Prospecting – Part II | Real Life Selling

Prospecting today involves many steps; the initial phone call or email, making notes of each correspondence, and most importantly, following up. Try using Evernote to keep track of all these steps in one source. Keep reading for ways to incorporate Evernote into your prospecting strategy.

What other tools or tips do you use when prospecting?

Using Evernote for Prospecting – Part II | Real Life Selling.


3 Steps to Attract Top Talent Through Culture

This post is Part 4 in a Salesjournal Series on “Making Your Business Attractive to Top Talent.”  Part 1 asks “Is Your Business Attractive to Top Talent?”, Part 2 describes how to “Market Your Company and Positions to Attract Top Talent”, Part 3 outlines ways to “Cultivate Your Network to Attract Top Talent“, and Part 5 asks Want Top Talent? Rethink Benefits“.

cultureWhether you know it or not, your company culture may be the single biggest factor affecting your ability to hire and retain top talent. More than 30% of employees believe they’ll be working someplace else inside of 12 months, and more than 50% say they have different values than their employer, according to the article “10 Reasons Your Top Talent Will Leave You” on High performers are attracted to organizations that match their drive and values.

To ensure your culture can play an instrumental role in improving the talent level in your organization, follow these 3 steps:

  1. Consciously Define and Describe Your Culture
  2. Embed and Reinforce Your Culture
  3. Promote Your Culture Publicly

Continue reading 3 Steps to Attract Top Talent Through Culture

Focus on Your Average and Bottom Performers to Improve Sales Performance – The Richardson Sales Excellence Review™

Don’t just focus on top performers to improve sales performance! Focusing on the average and bottom performers is also a good strategy to help you accomplish your sales goals.

Do you focus on coaching bottom or top performers? Which strategy do you find to be more effective? 

Focus on Your Average and Bottom Performers to Improve Sales Performance – The Richardson Sales Excellence Review™.


9 Ways I Became More Productive on My Commute

By Brian Lastovich (Base CRM Blog)

My morning commute is terrible, but it’s really not that bad compared to the average Chicago commuter, who clocks 2400 minutes per month commuting. The first few days I didn’t do much besides listen to my Spotify playlist and eaves drop on the countless people staring into their iPhones and Androids.images

But then I realized how much time I was wasting every single day on my commute. With a little motivation and organization I started to turn my terrible commute into a tolerable one. Here’s what I did.