management (5)

Five Questions to Help Set Realistic Prospecting Expectations

I once had a client tell me there were "a jillion" prospects in their target market. Turns out it was 100 or less.

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Posted by by Brian Berlin on 2009-12-16 15:30   0 comments

Your Company Actually Does Need a Consultant

One of the objections that I encounter with prospective clients is the "consultant" label. At the end of the day, consulting does describe what I do, and consultant is the way I describe my business to others.

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Posted by by Brian Berlin on 2009-04-11 16:57   0 comments

Trust is the New Business Currency

Here's a company that's winning business away from major competitors like IBM and CA and is funding the growth that accompanies these kinds of wins with pre-paid contracts. What!!??

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Posted by by Brian Berlin on 2009-04-05 03:36   0 comments

Management Practice Catching Up with Employee Turnover

Employee turnover is costly, and now it appears there's a trend among companies to tie compensation to employee retention.

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Posted by by Brian Berlin on 2008-06-30 04:58   0 comments

The Mentoring Gap

25% of sales managers spend less than 25% of their time coaching salespeople and 10% spend more than 40% of their time selling.

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Posted by by Brian Berlin on 2008-06-22 04:52   0 comments