Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the [...]
Posts from ‘July, 2009’
Episode 19 – Kevin Cook Discusses Assessment Tools and the Hiring Process
When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Enter Kevin Cook of Target Teams. Kevin Cook is Director of Business Development at Target Teams, a Cambridge, Mass. organization that creates performance improvement solutions applicable for use with [...]
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!) Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales [...]
Episode 17 – Steven Bachert: Stop “Handling” Objections
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance. [...]
