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Remind Me…

February 13, 2019 pdonehue Leave a comment

How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient?…

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Posted in: Business Development, Prospecting Filed under: BDR, business development, sales cadence, sales call frequency, SDR

A Good Question for Sales Management Professionals

February 4, 2019 pdonehue Leave a comment

In a daily sales training tip from makingthenumbers.com, author Jack Falvey suggests that leadership has always been group selling, and…

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Posted in: Leaderhsip, Sales Management Filed under: how to be a better sales manager, leadership, sales leadership, sales management

5 Good Reasons for Running Regular Team Meetings

January 18, 2019 pdonehue Leave a comment

In a past post we shared some ideas for assessing the quality of your organization’s team meetings. Specific things to…

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Posted in: communication skills, Sales Management Filed under: how to run better meetings, meetings, sales meetings, team meetings, weekly team meetings, why team meetings are important

Some Good Business Development Advice…

January 5, 2019 pdonehue Leave a comment

In a recent article posted on LinkedIn, Bill Paul, Director of Business Development for PC Construction for Northern NE, shared…

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Posted in: Business Development Filed under: business development, business development process, selling process, selling skills

Resolutions & Execution

January 4, 2019 pdonehue Leave a comment

People often make “New Year’s resolutions” with good intentions, but then fail to follow-through. In an earlier post we discussed…

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Posted in: Change, Sales Management Filed under: how to execute strategic plans, how to increase sales revenue, sales management

Are Sales People Becoming Obsolete?

December 14, 2018 pdonehue Leave a comment

We’ve been told that back in the 1950’s there were those who believed that “salesmen” (that’s how they were referenced…

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Posted in: Selling skills Filed under: are sales people becoming obsolete, how to be a better sale person, selling skills, selling versus order-taking

Sales Management: Activity & Results

December 8, 2018 pdonehue Leave a comment

In a past post we discussed the sales management pitfall of managing through the “rear view mirror,” which occurs when…

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Posted in: Sales Management, Uncategorized Filed under: activity metrics, how to be a better sales manager, how to manage the sales process, sales leadership, sales management

Key Accounts & A Key to Long-term Success

December 2, 2018 pdonehue Leave a comment

Many business owners, managers and sales people tell us that eighty-percent of their business comes from twenty-percent of their customers.…

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Posted in: Business Development, selling relationships Filed under: key account, key account selling, pareto principle in sales

Do You Believe It?

November 10, 2018 pdonehue Leave a comment

Have you ever wondered about the impact of conviction or belief?  How about the value of believing not only in…

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Posted in: Attitude, Confidence Filed under: attitude, belief in yourself, believe in yourself, conviction, positive thinking, power of positive thinking, self confidence, the power of positive thinking

Why Sales Leaders Should Spend Time in the Field

November 3, 2018 pdonehue Leave a comment

We have, over the years, introduced a multi-step sales management process that helps managers or business owners achieve an organized…

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Posted in: Leaderhsip, Sales Management Filed under: effective management, how to be a better sales manager, how to lead a sales team, leading a sales team, sales management

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