How to Measure an Account’s Potential

It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers.  Good information leads to good decisions.  Sales Potential is one often neglected piece of...

Building a Professional Reputation

B2b sales is long-term endeavor. Some accounts take years to develop, and some buyer-seller relationships last for decades.  Investing in a long-term reputation is, then, a wise choice.  Here’s one of the best things to do to build that reputation....

Q&A — Personal Finances

Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article provides some tips and techniques to manage your personal finances. Check out this...