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 Article Directory   Author   Brian Lambert
 

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Published Articles:15
Total Article Views:5,050 (unique visitors)
Brian Lambert
(USA)Author

Brian Lambert's Articles

Articles by: Brian Lambert

Recent Articles

Understand Your Sales Team Culture Unlock Potential!

Do you really know your sales organization? Most people don't realize that the sales culture created in the organization is actually built upon bits and pieces of the sales profession. By that I ..
(July 06, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 226

What is Sales Competency Anyway?

The Components of Salesperson Competency For anyone in any profession, they usually seek to become better. To do this, they must first start with an objective understanding of where they currently ..
(July 06, 2008)
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 | Business/Sales | Visitors: 235

3 Ways to Beat the Demographic Shift in Your Sales Team

Times have truly changed. For the first time in history, some sales managers find themselves managing members of three or four generations in the workplace. These diverse workers bring differing ..
(July 06, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 278

The Definition of Sales Professional Selling Defined

Before I define professional selling. Let's look at some of the related professions. Below are some definitions of professions/occupations that relate to professional selling from Wikipedia: ..
(July 07, 2008)
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 | Business/Sales | Visitors: 2264

Is Your Sales Team Stuck in the 1890s?

1890-1920: The Era of Sales Science The sales frontier. . . . In this era, pioneering companies focused on defining the expectations of sales people and their sales managers. They realized that ..
(July 06, 2008)
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 | Business/Sales | Visitors: 216

Is Your Sales Team Stuck in the 1920's?

1920-1945: The Era of Sales Process The roaring 20's of selling. . . . This era saw a shift occur within sales and sales training practices. Up until this era, the focus had been on helping ..
(July 06, 2008)
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 | Business/Sales | Visitors: 190

Is Your Sales Team Stuck in the 1940's?

1945-1985: The Era of the Sales Relationship Is your sales team stuck in the “All about me Era"? . . . . In this era, immediately following World War II, individual luxuries exploded as ..
(July 06, 2008)
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 | Business/Sales | Visitors: 184

Is Your Sales Team Stuck in the 1980s?

1985-2005: The Era of Sales Technology Is your sales team from the “dot-com" sales era?. . . During this era, the internet boom was coupled with the wide-spread use of computer technology in ..
(July 06, 2008)
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 | Business/Sales | Visitors: 223

Is Your Sales Organization Ready?

2005- ??: The Era of Sales Competency The age of the millennial salesperson. . . In today's complex business environment, a need continues to exist for sales professionals who can build ..
(July 06, 2008)
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 | Business/Sales | Visitors: 167

3 Ways to Beat Technology Challenges With Your Sales Team

Many sociologists have tracked the evolution of industrialized societies. One key trend these sociologists often discuss is the definitive impact of new technologies on these civilizations. Since the .
(July 07, 2008)
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 | Business/Sales | Visitors: 231

Is Selling an Art or a Science?

Selling isn’t any more of an “art” then it is a “science” – it is a profession. Can an artist be taught? Can a scientist be taught? Absolutely! What the “art vs. .
(January 21, 2007)
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 | Business | Visitors: 161

Is it Time to Spend Real Money on Sales Training?

There is no doubt that “sales training” is a big business, but what people have to realize is the fact that “product knowledge training” is not the same thing as sales ..
(January 21, 2007)
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 | Business | Visitors: 156

If an Organization is Only Looking at Quota Performance, They ..

The characteristics of a successful salesperson will vary due to the market being served, the culture of the sales territory and the organization that the salesperson works for. It’s like a ..
(January 21, 2007)
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 | Business | Visitors: 177

How Far Will You Go to Sell Something?

If salespeople are harbouring an unethical attitude then it is our duty as sales professionals to identify them and ask them to find a different occupation. There is absolutely no room in our ..
(January 21, 2007)
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 | Business | Visitors: 165

The Biggest Challenges in Professional Selling Today

The biggest challenge exists within our own profession. Many do not realize that 1) selling is not a recognized profession and 2) people have no idea what salespeople do 3) what the impact of ..
(January 21, 2007)
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 | Business | Visitors: 177