Category Archives: Sales Topics

Baby, You Can’t Drive My Car

BABY, YOU CAN’T DRIVE MY CAR I test drove a car last week. I loved it! It had everything I’m looking for – a high performance engine, good gas mileage, all the tech gadgetry you could ever want and it’s small – … Continue reading

Posted in Sales Topics

The Plane Can’t Take Off – 3 Steps to Soaring Sales

It was a freezing cold January day. So, when I left my office a little after 5PM, I was really in no mood to drive to Cambridge. Going home, building a fire and reading my book was what I really … Continue reading

Posted in Sales Topics

Prospecting: Good Detective Work

My sister Nancy is a read-a-holic. Or, maybe it’s a book-a-holic? Either way, even before she retired to fun and funky Portland, Maine, she read five books to my one. And now, I don’t even want to think what that … Continue reading

Posted in Hiring Process, Sales Topics

Keep Sales Compensations Simple

The Making O’ the Green! Russ Smith (aka “Cap’n Rusty” to his fellow Maine boaters) is the founder of Sales and Marketing Search. Russ started his illustrious career designing compensation plans for Honeywell International. Russ always said, “I don’t care … Continue reading

Posted in Sales Topics

Why Prospecting Depends on Marketing

Why Prospecting Depends on Marketing A long time ago (in a galaxy far, far away!) I took a sales job I was pretty sure I could “ace” — the company had good story to tell prospective customers; it was a … Continue reading

Posted in Marketing Topics, Sales Topics

Should You Outsource Sales?

Every Leaf You Rake Last week I finally saw my friend Joan Bennett for dinner. We’ve been friends since the fourth grade. I say finally because between Joan’s busy schedule (she’s a Senior VP of a major healthcare provider with … Continue reading

Posted in Sales Topics

Give Salespeople Tools They Need to Sell

Eating Salad with a Spoon Last week I found myself in my office eating my lunch salad with a spoon. Have you ever tried to eat salad with a spoon? Probably not, I’m sure. But, if you did try, you’d … Continue reading

Posted in Retention/Keeping Your People, Sales Topics

Difference Between Sales and Business Development

Talk Boston to Me There’s a new game in our family. It’s called “Talk Boston” (or “Taak Baahstan”). It’s the brainchild of my daughter, Lee, and my 5 ½ year-old granddaughter, Maria (pictured at right in full fall splendor). Living … Continue reading

Posted in Hiring Process, Sales Topics

Identify Good Prospecting Skills in Candidates

It’s not WHO you know — it’s HOW you know! Ben Franklin was wrong. It’s not just death and taxes that are certain. There is also spring cleaning! Here in New England, that means sweeping out the sand and salt … Continue reading

Posted in Hiring Process, Sales Topics

Assessing the Laid-Off Salesperson

Singing the “Laid Off Blues” This past weekend, my husband Don and I went to one of our favorite family holiday parties, courtesy of my cousin James and his wife, Louisa. They have all the right ingredients: hospitable, winning personalities; … Continue reading

Posted in Hiring Process, Sales Topics