Sales

Part of TBBW’s ongoing Tampa Bay Top Companies series, spotlighting major employers across the region without ranking or order.

If you’re a sales director, or manager, you already know you have one of the most difficult and demanding jobs in business today.  Motivating and holding your people accountable, training and coaching your team, generating reports and managing your customer relationships, putting out fires and being held responsible for hitting a company or departmental revenue

If you’re in sales and new business development, you know that your job consists of three primary functions: selling (including presenting your solution to a prospective customer or client, then closing for a commitment), servicing the account once you’ve closed it and prospecting for new opportunities. By far, the activity that many sellers find most

So, here we are in August – what some people refer to as the “dog days of summer.” Temperatures and humidity are through the roof, many of your clients, customers and prospects are on vacation and those deals you thought were going to close in June or July just haven’t happened. This time of year

(Reader Alert: This article is about golf; if you are not a fan or a participant – or have little patience for those who are – please feel free to turn the page. But, if you have any interest in improving your “sales game,” read on.) If you’re still with us, welcome to the most

The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being (or have been) planned and, as a frantic business executive, chances are you’re looking forward to some well-earned time off. All fine and good, and

The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot, humid months), Cinco de Mayo, the Kentucky Derby, high school and college graduations, Memorial Day and the Indianapolis 500, to name a few. But we

Dear Jim,  How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in the responses I get. I want to follow through without making a bad impression. When do you know to stop trying?  Sincerely,  Am I too

In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but, thanks to developments in artificial intelligence, it has really hit hard over the past year. To help you prepare for a selling landscape where buyers

By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find, however, that many companies still struggle with gathering the pertinent information they need to accurately gauge the effectiveness of their selling and business development efforts.

As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months. You may have had a great year and decided to take your foot off the accelerator for the rest of the month or you’re engaging

It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling is still a high-rejection business.   Where else can you go to work with the assurance that you’ll be turned down countless times, daily –