Sales Management Archives - Russell Emrick

To Those With a Hammer Everything is a Nail

Russ Emrick — Mon, 07 Oct 2013 21:31:09 +0000

Recently I’ve been working with more and more businesses where sales are cratering. Business itself seems to be faltering. Whether its from a dysfunctional government or the uncertainty of the business climate increasing profitable sales seems to be harder than ever. People have been asking me why? Or at least what can be done about […]

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Where Can Salespeople and Sales Managers Get Help?

Russ Emrick — Sun, 29 Sep 2013 01:44:03 +0000

I don’t normally use this site to talk about myself so I hope you’ll bear with me because there are some ideas here that will increase your sales and your effectiveness if you lead salespeople. I spent the better part of today posting on my other sites 180SalesCoaching and Breakout Selling. I shared information on […]

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2013 Sales Compensation Report from CSO Insights

Russ Emrick — Sun, 15 Sep 2013 18:30:31 +0000

Every year CSO Insights publishes the largest study of sales compensation and trends in the US. The report is 37 pages long. We can learn a lot from it. Below are some of the key points on firms under $50 million: Quotas remained consistent from 2012 averaging $1.2 million per rep Quota attainment remains at […]

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Win by Competing for the Right Thing!

Russ Emrick — Wed, 11 Sep 2013 21:17:08 +0000

Today almost every business conversation seems to start with how much things have changed. Selling is harder. Business is harder. Open any book and the first half seems to be filled with endless reasons competition is harder, whether it is because of the internet, global competition or the down economy. Harder. Harder. Harder. But what […]

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Creating Competitive Advantage

Russ Emrick — Wed, 21 Aug 2013 21:25:21 +0000

I just read a great book on Competitive Advantage by Jaynie Smith. It reminds me that most companies are saying the same stuff over and over. Want to know why customer’s aren’t excited about seeing you anymore, let alone buying from you? This may be the reason. Like how can everyone be the most innovative, […]

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“So What” is Killing You

Russ Emrick — Mon, 19 Aug 2013 17:54:29 +0000

Kind of a good news/bad news story here. Sales is about persuasion, about getting other people to think differently about their business, hec your business (and offerings). That can be a lot of fun. I remember one time getting of the phone with a prospect and thinking, “wow, where else could I get paid for […]

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Strategy Simplifed

Russ Emrick — Fri, 19 Jul 2013 16:31:23 +0000

A couple of guys jumped in their truck and headed to the woods for a good day of hunting. As the truck screeched to a halt on a dusty trail the passenger jumped out. Blam, blam, blam. The sound of his three shots rang out and he said to his friend, “I sure hope something […]

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