Paul Alves

Another Year in the Books: Setting Inside Sales Goals for 2014

Man, time goes by fast. I know this phenomenon is talked about, written about and perhaps thought about ad nauseum, but I feel compelled every year around this time to mention it. Mostly because as I get older (I turned 50 in...

Square Peg, Round Hole: Align Prospects & Employees to Company Goals

I've been in sales a long time. More years than I care to count. It's been eleven years since my business partner and I founded AG Salesworks with the goal of helping sales and marketing teams succeed through identifying and delivering their...

By Failing to Prepare, You Are Preparing to Fail

You've read the quotes: "A goal without a plan is just a wish." ? Antoine de Saint-Exupéry "If you don't know where you are going, you'll end up someplace else." ? Yogi Berra "Someone's sitting in the shade today because someone planted a tree a…

The Upside of Creating a Learning Culture at Your Company

I have long believed that one of the most important cornerstones to a great corporate culture is learning and growth. An important part of my job is to create such an environment, and work to ensure that each and every team member understands...

6 Tips for Executives to Align Sales and Marketing Teams

It's no secret that sales and marketing teams sometimes don't get along. One department blames the other, backstabbing business politics ensue, and then your office is full of frowning faces and sneering comments. But that doesn't have to be the case! By aligning sales...

Inside Sales Management Success: Making Time For Fun

It has long been our philosophy at AG Salesworks to create an enjoyable work environment. We have done a great job, and continue to work toward finding ways to enjoy ourselves while striving for excellence. Yesterday was our first of what will be...

How To Effectively Increase Your Sales Pipeline

I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. When I was a rookie sales guy I was not much for business plans. Give me a...

Hey Marketing, Do You Know Who Your Customer Is?

Being a Marketing Pro ain't easy. Trying to please Sales, your CEO and CFO all at the same time, I don't envy your position. Nowhere to hide and very difficult to prove value. I'm here to tell you, it doesn't have to be that way....

Total Team Focus: The Ultimate Multiplier

I've always been a planner. I like to write down goals and work toward reaching them. This is probably as a result of being a career sales guy. Or maybe it's just the opposite. The fact that I plan and...

Marketing Is The New Sales

I just read an interesting blog by Mark Emond in which he discusses how the marketing role, as well as the way B2B buyers buy, is evolving. He talked about how buyers now prefer to engage with a sales rep much later in...

Being Nice Pays In Sales!

I've been around awhile. I started my selling career in 1987 canvassing door to door selling credit card authorization systems to any business who accepted Visa or Mastercard. I'm afraid to count the number of sales conversations and business meetings I have...

Nothing Good Comes From Complaining

We have all been there, stuck listening to someone "vent": a code word designed to disguise a complainer, and suck you into being the concerned friend, providing an outlet for your friend or coworker a channel to vent their frustrations. My...

Focus. It’s Power Is Unlimited

As I sit here with two days left in the quarter I realize what a bump in productivity we get when the pressure is on. Sales has several new prospects who could close for the quarter, all the reps are pushing to get...

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