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How Can Today's CMO Lead Alignment With Sales Organizations?

Posted by Frank Belzer on Fri, Feb 07, 2014 @ 10:47 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

0 Comments Click here to read/write comments

When Great "Buying Signals" are Bad News for the Sales Pipeline

Posted by Frank Belzer on Wed, Jan 29, 2014 @ 06:36 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

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You May Be Expecting Too Much From Sales Training When...

Posted by Frank Belzer on Thu, Jan 23, 2014 @ 05:01 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
sales expectations

It would hardly be unusual for someone within a sales organization to feel as if too much was being asked of them.  We encounter teams all the time who are rife with excuse-making and a lack of personal responsibility.  But, what about the expectations which sales or executive leaders might place on their sales enablement teams, internal trainers or outsourced sales trainers?  Are their expectations and demands ever too much or unreasonable?  Often they are and could be caused by a few different misconceptions:

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Getting a Sales Organization to Buy-In to Sales Training

Posted by Frank Belzer on Wed, Jan 15, 2014 @ 05:58 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

2 Comments Click here to read/write comments

Organic Sales Growth and its Impact on the Architecture of the Sales Force

Posted by Frank Belzer on Tue, Jan 07, 2014 @ 09:05 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
sales force development,sales growth,sales coaching,sales management best practices,sales force evaluation,sales architecture

This is the first in a series of posts for the month of January.  The series will feature articles by Dave KurlanDennis Connelly, Chris Mott and yours truly.  The focus will be on creating world-class sales organizations.  We will all be writing three posts to cover a number of important aspects related to that.  The series will lead up to a live webinar which we invite you to attend.

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True Sales Talent - How Deep is the Pool Really?

Posted by Frank Belzer on Mon, Dec 16, 2013 @ 10:05 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
talent pool

Inc. Magazine recently posted this interview with Malcolm Gladwell where, amongst other things, he discusses the definition of “talent” and what that means in corporate America.  One of his points (also in his newest book) is that sometimes we focus too much and too singularly on a particular aspect which becomes what we call "talent".  In reality, we should be considering many factors contributing to that definition.

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When Salespeople are Driving in the Wrong Lane

Posted by Frank Belzer on Wed, Dec 11, 2013 @ 10:03 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

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Is Your Sales Organization Detracting From Your Brand Promise?

Posted by Frank Belzer on Mon, Dec 09, 2013 @ 07:32 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

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Sales Recruiting Lessons from "The Sound Of Music LIVE!" on NBC

Posted by Frank Belzer on Thu, Dec 05, 2013 @ 05:58 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

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The Power Combo - Sequential and Positive Sales Questions

Posted by Frank Belzer on Mon, Dec 02, 2013 @ 12:50 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
sales sequence

What is the biggest issue facing your sales team as you head closer and closer to 2014?  What kind of leadership is needed to ensure that you succeed in spite of that challenge?  What are you doing to provide that type of leadership?

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