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Executive Coaching – How to Accept Rejection With Grace 14 Jun 2013 | 02:49 am
It’s been a pretty fast and furious year so far. March end is just behind us, and lots of great stuff has been happening. Since the beginning of the year I’ve been on about 100 or so initial scheduled...
Sales Training Techniques to Learn from Jiu-Jitsu 27 Mar 2013 | 10:40 pm
By Townsend Wardlaw One of the things I’m certain a number of followers of this blog don’t know about me is that I train in Brazilian Jiu-Jitsu, which is a grappling sport more akin to wrestling than ...
Ten Factors to Research Before Your Interview 21 Mar 2013 | 12:54 am
Job interview is the time where you can show case yourself, however, many candidates are not well prepared for the interview. In order to make an impression, you also need to research into what you ca...
Silver Bullets Won’t Fix Your Sales Force 19 Mar 2013 | 01:00 am
It certainly is easy to look at your sales force and pick out one or two things you would like to improve. But when we do this, it is too easy to go to a “one-dimensional” solution. Instead, the aut...
Sales Management Process Improvement Tips for the CEO 14 Mar 2013 | 12:32 am
by Townsend Wardlaw This morning I had a really great breakfast with a long time friend and client who, over the past couple of years, has really refined his sales process and infrastructure. This re...
SELLING WISDOM: What to Do — How to Do It — When to Do It 12 Mar 2013 | 06:58 am
Selling Resilience By Garry Duncan Because our culture places an immense amount of importance on winning and success, especially in professional selling, it is easy to confuse your value as a person w...
Prospecting for Sales: It’s Not About Your Offer 6 Mar 2013 | 08:44 pm
By Townsend Wardlaw An associate of mine (let’s call him Bob) is making some good traction and headway in his consulting business. While talking with Bob this morning he said, “You know, I think we ar...
In Sales, Hire for Personality, then Train for Skill 4 Mar 2013 | 10:54 pm
Of course we all have our wish-list of requirements for prospective additions to our sales teams, but this article explores the benefits of hiring a more malleable candidate. I hope you find this art...
Sales and Marketing Management: Lead Hand Off Process 12 Feb 2013 | 02:56 am
By Townsend Wardlaw The talented folks at Kuno Creative recently published an excellent article: Creating Lead Hand-Off Plans for Better Marketing and Sales Alignment. This article highlighted the imp...
Proposals Don’t Sell 22 Jan 2013 | 03:01 am
Here’s the principle that you must never forget: proposals don’t sell, people sell. Proposals don’t do the work. They only help people succeed. Never do in a proposal what you can do in person. It d...
