Scott K. Edinger's Blog, page 3

While a lot has been written about leadership as it relates to becoming a new manager and leading people for the first time, there isn’t much definitive advice on the evolution toward executive.

Few efforts are more difficult than getting a new product or service offering to market. There are myriad factors that impact success. If you want your sales team to succeed with a new product, service, or combined solution, use this process to introduce new or re-launch your existing offerings

Creating a culture of coaching is a powerful tool in building a high-performance sales organization. There are three critical factors in establishing an environment where coaching consistently improves talent and drives results.

If email is one-dimensional and a phone call is two-dimensional, then videoconferencing is figuratively “3-D.” It provides an opportunity for richer, more effective communication and interaction.

If email is one-dimensional and a phone call is two-dimensional, then videoconferencing is figuratively “3-D.” It provides an opportunity for richer, more effective communication and interaction.

During my first year in sales, I made my quota. So did slightly less than half of the sales team. But what we all had in common, whether we hit our number or missed it, was that each of us held the ability to render the company strategy utterly useless.

Business is all about results. We are all evaluated on the outcomes we produce. And the leaders I work with do everything in their power to produce great results. But if you want to drive results, you must stop focusing on results. Read this article to find out how.

The competitive strategy of a business succeeds or fails every time a sales professional interacts with a prospect or a customer. Here are three areas to focus on that will drive your team to a winning growth strategy.

I believe strongly that we should focus on cutting cost and attacking waste, and there is often plenty of fat to trim. Unfortunately, many executives are so laser-focused on cost-cutting that they lose sight of their real objective: actual growth, not just the bottom line.

intelligent, committed to the success of their business, and willing to do nearly anything to improve a point or two of profit margin. Yet none of them had considered examining the sales function