By Mike Damphousse, Green Leads If you’re like me, last night you spent over four hours consumed with watching the finale to the television series LOST. Now I’ll give you that it probably wasn’t the best use of four hours of my life, but I’ve enjoyed the show so much over its six seasons that [...]

By Jonathan Farrington, The JF Consultancy Everyone is talking about the decline in sales performance, and an awful lot of sales gurus are scratching their heads right now. I don’t have all the answers, but my scalp is certainly not suffering! The fact is, that there is no single answer: It is not that organizations [...]

By Jonathan Farrington, The JF Consultancy Many organisations do not know who their major accounts are. Certainly many of the people who manage the relationships do not know and even if they know, very few people understand why this customer is a major account but that one is not. A quick way to test this [...]

By Paul Castain What kinds of cool things will interrupt you 56 times today? Unfortunately, these aren’t random numbers. The 2.1 hours is based on a study conducted by NYC research firm BASEX where they found that 2.1 hours of our day are wasted due to interruptions! The second figure is based on an article [...]

By Mike Damphousse, Green Leads Over the past four months Green Leads has been starting new reps on the first Monday of each month. Inside sales seems to be like that, growth and replenishment. In our case, we have pretty stringent criteria for success since we are a performance-based appointment setting company. We have to [...]