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Building a Career in Sales: Hacks vs. Honing Skills for the Long Haul

"Sales hack" refers to any trick, shortcut, skill, or novelty method that increases productivity and efficiency, in pursuit of a sale (or sales career)...

Why Now is the Perfect Time to be a Sales Professional… Even for Millennials

In the previous column, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that have been cataloged toward...

Sales as a Profession: Perceptions, Misconceptions, and the Way Forward

You’ve been in sales for several years, are a solid performer, and considered to be a real pro. You’re happy with your employer, confident...

Seller’s Challenge: Financial, Spiritual and Social

The Happy New Year is now a month old and, if you can believe the New York Times, most resolutions are abandoned by January...

Seller’s Challenge: Focus on Physical Segment

Moving toward the halfway mark on the 6-month journey to “Balance my Wheel,” and put some teeth into the effort by publicly declaring objectives....

A Progress Report on My Seller’s Challenge

Having outlined my intention to “Balance my Wheel,” starting with my Professional segment, last month I declared I would limit my work week to...

Good Intentions Are Not Enough: My Improvement Plan as a Sales Professional

Last month was the kickoff of the Seller’s Challenge to commit to doing things that work on a continuing basis, not just part-time, not...

The First Step Towards Sales Mastery: A Public Commitment

Decades ago when I was teaching Miller Heiman programs, I was asked back a year later to...

Tracking Buying Behavior: Are They Really Into You Or Not?

Series Introduction: In February, CSO Insights published the results of our 19th annual Sales Performance Optimization (SPO) study, based on survey data we gathered...

Getting Managers Involved Early

Mercuri Systems recently released a new white paper on Sales Efficiency in which they ask, "Are your company's sales leaders/managers soldiers or generals?" Good...

What Defines Inside Sales Today?

This week we released the 2011 edition of our Telemarketing/Inside Sales Performance Optimization (TISPO) study. More than 200 firms worldwide participated in this year's...

Lead Generation Optimization Is “OUT”–Web Conversion Measures are IN

What Gets Measured Gets Managed When I say Lead Generation Optimization (LGO) is "OUT," I mean this week we released our annual LGO report.  More than...

She Works Hard for the Money*

And so do you. How hard and how much? Good questions and you, or the appropriate person in your company, have a chance to answer them...

Telemarketing/Inside Sales Thoughts & Observations

Last month I attended the American Association of Inside Sales Professionals (www.aa-isp.org) Summit in Minneapolis and wrote about some of the highlights in my 4/29 blog:...

Hand Raisers Not Finger Pointers

This week I attended Selling Power's Sales Leadership Conference in Las Vegas and had a chance to meet a lot of CSOs in person and hear...

Last Chance for Inside/Telesales Survey

In February we released our 2010 Sales Performance Optimization (SPO) report and it has already been widely distributed and read.  As a part of that survey, we...

Sales Relationship Process Matrix – Part II

Last week's blog introduced the SRP Matrix and defined its two axes:  levels of sales process implementation and levels of relationship.  With this foundation in place, this...

Sales Relationship Process Matrix

My previous blog talked about Metrics that Matter and the good that derives from sales organizations with access to timely/accurate metrics.  However, I ended...

Metrics That Matter

I recently participated in a webinar addressing the question: Does Access to Timely/Accurate Metrics Make a Difference in Performance?  The short answer: you betcha! Percentage...

Start-Ups and Other Adventures

Last week I had the good pleasure to co-present to a group of start-up CSOs, CMOs and CEOs.  The companies were different sizes, and...

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