Relationship Management

In another stellar sales interview with another stellar sales guru, host Steve Benson sat down with globally recognized sales differentiation expert Lee Salz - author of the acclaimed The First Meeting Differentiator - and got absolute Lee Salz sales gold on why traditional discovery calls are dead… and what elite sellers do instead. Salz, a self-described “sales contrarian” ranked #6 on Global Gurus’ Top Sales Thought Leaders list, obliterates decades of old-school thinking and hands listeners a complete playbook to transform first meetings from selfish interrogations into high-value consultations that prospects actually thank you for. Here are the six…

In yet another powerhouse interview, CEO Steve Benson hosts sales leadership veteran Alice Kemper, who reveals her "secret three actions" for sales managers aiming to hit quotas without the burnout. Drawing from 36 years of trailblazing - from teaching to managing dozens of reps at American Greetings - Kemper shares battle-tested tactics on coaching, analytics, and motivation. In this article, we've taken Kemper’s interview and boiled down her wisdom into five actionable insights, blending the core trio with ride-along extras and sales psychology gems, so you can implement them tomorrow. Afterwards, if you’d like to listen to the full…

Finding a balance between motivating and micromanaging your sales team can be a challenge as a sales manager.  Overcoming this is essential to ensure your team stays on target while avoiding the pitfalls of excessive oversight that can hinder sales growth. Fortunately, you can rely on sales management software to amplify your impact and streamline operations. Every great sales manager, and their sales team, can benefit from a variety of different software that include CRM tools, communication tools, route planning tools, and much more.  I’ve researched the best sales management software on the market today, while also personally speaking to…

While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does.  I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips.  Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer?  Michael: Uh… it’s equal.  Ryan: It is TEN TIMES more expensive to sign a new customer.  Michael:…