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Lee Salz's Articles

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  • Motivate Your Sales Team to Crush the Tomato
    Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
  • Secrets to Getting the Sales Job You Want
    If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
  • Compensate to Motivate Your Sales Team
    Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
  • Leadership... It's Not Just For Managers
    People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
  • The Second Dimension of Screening Sales Talent
    Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
  • Sales Candidate Attributes: Desired or Required
    Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
  • The Sales Person's First Day
    Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
  • Priming the Sales Applicant Pump
    Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
  • Secrets Buried In a Sales Person's Resume
    The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
  • Motivating the Passive Sales Candidate
    Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
  • Why Can't I Hire The Right Sales People?
    A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company's Sales Talent Screening Program.
  • When the Sale Doesn't Happen
    In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.
  • What Is The Game Plan?
    If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
  • The Most Underutilized Strategic Advantage
    Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
  • What Every Sales Person Could Learn From the Yankees
    The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
  • Successful Selling and the Theory of Relativity
    Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
  • Migrating from Vendor to Partner
    There is no bigger insult to a sales person than being called a "vendor." Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
  • The Best Sales People Aren't Necessarily The Right Ones For Your Company
    Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
  • Finding the Right Home for Your Sales Skills
    Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
  • The Secret to Overcoming the Price Objection
    If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
  • Why Prospects Want to "Try" Before "Buy"
    In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
  • Will You Pass the Flinch Test?
    There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
  • 12 Keys to Tuning Up Your Sales Force
    Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
  • 5 Keys to Hiring the Right Sales Manager
    There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
  • 5 Keys to Ensuring a Spectacular Sales Training Engagement
    Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
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