Bob Nicols

Sales Tips: Meeting Changing Needs

A competitor changes one of your prospects needs by providing a product with a capability your solution doesn't possess. That's right. It's something the...

Sales Tips: Why Being Nice isn’t Enough

Nice guys don't necessarily get the sale. If only I had a dollar for every time I've heard a sales manager say, "His prospects and...

Sales Force Development Sustainment

In my last blog, I referenced a troublesome statistic found when doing some Internet reading. One company's research suggested 90% of sales training initiatives...

Sales Training has a 90% Failure Rate

While doing some on-line reading, I came across a pretty remarkable statistic. In a recent survey, a research firm found that of companies surveyed,...

Sales Leadership Failure Disguised as Success

Sales Managers Who Sell vs. Sales Managers Who Coach I'm certain many of you can relate to this: After enjoying success as a salesperson, I...

Thoughts on Sales Management Compensation

Should sales managers be compensated based on the performance of their team? According to over 1700 respondents to CSO Insight's Sales Management Optimization 2013...

Celebrating Sales Professionals this Fourth of July

I have a list of blog topics that I work from each week. If you've been following me, you know it includes topics like...

Sales Accountability Requires Commitment to a Sales Process

In CSO Insights Sales Management Optimization 2013 Key Trends Analysis, a report generated by surveying representatives from over 1,700 companies, respondents were asked to...

The Danger of a Random Sales Process

I was having work done to the exterior of my car week before last. While there I struck up an interesting conversation with the...

Sales Forecasting Absolution

I received a message last week from an old friend who recently retired from a long and successful sales and sales management career. It...

Good Leaders Are Made, Not Born.

If you haven't read CSO Insights Sales Management Optimization 2013 Key Trends Analysis, you should. As always, it's a fascinating read. The report begins...

There Is No Such Thing As an Unqualified Sales Prospect

There is no such thing as an unqualified prospect. That's right. They don't exist. Yet I've heard countless sales managers ask their salespeople whether...

Got Ethics?

While shopping this past weekend I was approached by a gentleman named Jim, one of the best salespeople I've met in quite some time....

What Sales Coaches Can Learn from Baseball Coaches Part Eight

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Seven

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Six

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Five

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Four

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Three

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

What Sales Coaches Can Learn from Baseball Coaches Part Two

In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths...

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