Disqus - Latest Comments for frankbelzer

Re: How to Be a Better Sales Manager

frankbelzer — Mon, 13 Feb 2012 18:23:15 -0000

Kathleen.
Fair question - and probably worthy of its own post. That said let me explain our parameters.
Motivation is the cheerleader, providing encouragement and creating enthusiasm for the job at hand. Motivators create excitement and help keep the passion alive, important in a job that illicits so much negativity and so many no's.
Coaching is the coach - dissecting the plays and planning the game. Provioding guidance and tips on how to improve. They work hand in hand.

Re: Why People Do Not Buy

frankbelzer — Mon, 13 Feb 2012 09:46:14 -0000

I encourage reps to ask questions that are much broader - the question you discuss is a simple yes or no question that takes you nowhere and tells you nothing. Why not ask "who else is involved?" or "could you walk me through your decison making steps?" - you learn the same thing and a whole bunch more.

Re: The quickest path to $50m in revenue? Build fun.

frankbelzer — Wed, 02 Sep 2009 17:40:28 -0000

I would be very interested to compare the companies that have an aggressive and well trained sales team and a strong sales leadership presence with those that do not. Having been heavily involved with sales force training for years I am confident that any company can grow quicker than the average if their sales people are better than the average!