B2bsales's Blog
"We help people stop selling."

Archive for September 2011

Should You Have a Sales Process?

September 30, 2011

There has been lots of talk from me and other sales consulting professionals about incorporating a process when it comes to selling. If you look at your business, I am sure there are processes you engage in and would never under any circumstances change those processes. Why do we believe that in sales its ok […]

5 Reasons why Sales Teams Fail

September 24, 2011

I recently read an extremely insightful white paper that I’d like to address. In this white paper, there were 5 main issues that seemed to carry throughout the sales community, keeping them from achieving A+ results. Let’s go through them one at a time.

Sales Assessments, To test or Not to Test

September 4, 2011

When hiring, employers must make sure that the application and assessment process meets defensible standards. With the excessive use (and often misuse) of internet- based “quick, easy and free” personality tests offered as hiring tools, violations of rules set forth by the Department of Labor are becoming more frequent