Want to lose sales? Try the end-of-period, desperation close

Dave Clemens

Let’s face it: Sales is a numbers-driven occupation. The sales rep — or sales manager — who can afford to ignore quotas, targets and goals is a rare bird indeed. But as you might suspect, when you allow yourself to become entirely numbers-driven, you’re setting yourself up for some big mistakes. Proof of that point,…

Training your reps, sure – but what about you?

Dave Clemens

If you’re a wise and conscientious sales manager, you probably make sure your reps get regular, focused training in the skills they need. But how about yourself? Data compiled by the sales consultancy Miller Heiman tells a surprising story. It suggests that sales managers may not in fact be getting the learning opportunities they need…

Your prospect’s in a bad mood — what now?

Dave Clemens

We’ve all had the experience: We’re prospecting, and when the guy we’re looking for answers, he’s obviously not thrilled to hear from us. He audibly sighs when we say who we are. Or he raps out stiffly, “How can I help you?” Or hisses, “Yessss” in a tone that suggests you’d be more welcome if…

We put the old Dog out. But we have some new tricks

Michael Boyette

Dear Subscriber: As a loyal follower of Top Sales Dog, you’ll notice some significant changes in our blog. Perhaps the most obvious change – an especially poignant for me – is that we’re retiring the “Top Sales Dog” name. As the first editor of the blog, which launched in 2010, I’ve always had a soft…