Of course OEM stands for original equipment manufacturer and some of you sell to them while others are OEM's. I have my own definition of OEM, which stands for or-else-management, or management by use of "or else's."...
Many companies don't know just how lucky they are. Sales go up and they think they're doing something right. New accounts are opened and they think they outsold their competition. Existing accounts expand and they think they own that customer. In reality, these good things...
An expert identifies some classic weaknesses in salespeople.
Why don't your people sell more? Seasoned sales trainer Dave Kurlan eschews psychological tests. "They give you the makeup of the person," he says, "but they don't tell you whether that person will actually sell." And skill-based training...