Category: Sales

Marketing truly is at the cross roads of all internal departments in an organization. Marketers closely work with all functional areas – which is one of the reasons that marketing is the most exciting profession of all. (No, there is no bias on my part with that statement. None at all.) What do I mean…

The Power of Music – and how I use it in my daily life   “Music is a moral law. It gives soul to the universe, wings to the mind, flight to the imagination, and charm and gaiety to life and to everything.” – Plato The power of music has always played an important part in my…

I was queasy. Yes, I was physically ill. (I know. You’re thinking, “thanks for sharing, Bill!”  But please read on.) So when was this? This was my state of mind years ago, not long after ECS got off the ground, and long before we had worked with companies across a diverse 26 industries (and counting)….

When we first started our business years ago, CRM (customer relationship management) systems were simple programs that were little more than contact databases.  Your choice was Act! or… Act!.  It was a HUGE upgrade from the tickler file shoebox of 3 x 5 cards that we all knew and loved. Fast forward a few years…

Joining the ECS team at this point in my career is a natural fit for me. It is an ideal progression as I transition from my most recent position as Manager and Area Director within an international corporation – where I worked directly with small- and medium-sized businesses – to Empirical Consulting Solutions where I…

When I started in sales, my CRM (customer relationship management) “system” was a shoebox filled with 3 x 5 cards and a spiral bound calendar.  I’d fill out tracking sheets on the “hot prospects” and report my calls to a voicemail box. And then there were the KPIs (did we even call them KPIs then?!)…

Business technology is changing at a fast & furious pace. It seems like every day I see a new CRM, a “groundbreaking” marketing automation tool, the latest sales automation app, a “souped-up” time and attendance software – or any other number of new programs. What do they all have in common: they promise by using…

Imagine that your business isn’t doing so well. Let’s say sales are down (or are flat) in your company and have been for a while; it certainly makes sense that you’d look to improve poor results. You look around and it seems to you that sales training is an option that might help. You think…

Admit it…you want the secret formula to catapult your sales. Right? “Do what I tell you and the big sales will follow.” “For only $99 you can learn the magic and increase sales by 300%!” But, I’m sorry to tell you, it just doesn’t work that way. Any “snake oil” sales trainer that tells you…

People will remember your stories before they remember your sales pitch.  ~ Gennia Holder One of the best things about being a VP of Sales is being able to see the different styles that sales people utilize to deliver a message and overcome objections to a sale. Over my career, I’ve seen hundreds of sales…