Steps To Dramatically Improve Your Sales Hiring How would you respond to the question: What’s your sales type? I recently read that the cost of a bad sales hire is 7 times (7x) the annual salary of that position. You would think that such a stiff penalty would provide sufficient incentive for hiring managers to […]
Relationships with Customers Are Like My Relationship with Riley, My Golden Retriever Like any good golden retriever, my buddy Riley is serenely uncomplicated and ecumenical with his affections. He loves anybody who plies him with kibble twice a day, patiently tosses him his ball, consents to be dragged along on the high-speed outings we still […]
Is it time to stop relying on quota achievement as a measure of sales productivity? Annual research findings from CSO Insights have documented a steady year over year erosion in the percentage of B2B sales reps that attain quota. If less than 50% of sales reps are hitting quota, does it still have any value […]
Andy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he helps ambitious salespeople, sales teams, and companies to grow their revenue.