Len D'Innocenzo

Time Management: Seven Steps for Busy Salespeople

WE ALL FACE THE SAME DAILY DILEMMA: TOO MUCH TO DO AND NOT ENOUGH TIME TO DO IT. TIME MANAGEMENT CONCERNS HOW WE RESOLVE THAT DILEMMA. Time, not activities, is the limiting factor. We must make tough choices about what to do and what not to do. Time manag... Read >

Five Basic Principles for Effective Sales Management

Do you want to avoid the cycle of management failure and create a success system that will keep you on top? It's not theory - it's based on our careers as sales executives and our work with many sales and customer service organizations over the past sixte... Read >

Five Keys to Sales Coaching Success

Most sales managers are usually promoted into their positions because they were good individual performers. They were consistent sales performers in their work and they showed an interest in advancing their careers by earning their promotion into sales ma... Read >

Coaching Versus Managing

Bill Parcells, of the New York Jets knows better than most that being a head coach in the National Football League, though exciting and rewarding when you win, also takes a heavy personal toll. The following story is laminated and on the wall in his offic... Read >

Eight Fundamentals of Lasting Business Relationships

In this day and age, everyone sells. From the receptionist who answers the telephone to the accounting clerk who deals with a client’s billing inquiry, everyone sells. It is vitally important for each person to understand a few of the important relation... Read >

Five Critical Steps to Be Customer Focused

In today’s highly technical and fast paced world one piece of advice is very true – listen to the customer. Unfortunately, selling complex technical products or solutions (or anything else), causes most salespeople to focus on product features rather tha... Read >

Five Tips to Always Avoid in Sales - Words You Use Are Important

Prospects and customers alike will judge you by the words you use when you speak. E-mail, instant messaging, tweeting and text messaging have reduced our vocabulary to slightly above a second grade level. Don't fall into that trap when you speak or writ... Read >