Salespeople Are Different

• By InSource Admin
• 13 Jul 2020
• 5

About 5 years ago, I hired an individual for a sales role.  He looked like a perfect fit.  He was a recent college graduate.  He had worked his way through school with a job off campus.  He participated in competitive sports at the college level and his grades were good but not too good.  He […]

Do It Now!

• By InSource Admin
• 5 May 2020
• 0

Last week, in a LinkedIn post from an Organizational Psychologist, it was suggested that if you can’t trust people to work from home, maybe you shouldn’t have hired them in the first place.  This completely misses the point that working remotely, especially salespeople working remotely, requires a different set of skills.  Not just sales skills […]

Some Important Questions to Ask

• By InSource Admin
• 26 Apr 2020
• 0

Yes, every business Owner or CEO has some important questions to ask. The answers will determine who thrives and who gets left behind. I doubt that there’s a single person reading this who is happy about the Coronavirus and its effect on the economy.  The company presidents and owners I talk with are all frustrated […]

Now What?

• By InSource Admin
• 1 Apr 2020
• 0

First things first, everyone needs to take care of their physical and emotional health. Wash your hands. Practice “social distancing”. Use the phone, Facetime, Zoom and the many tools we have available to stay in touch with friends and family. We’re all in this together and we can get through it together. The world changed a few weeks ago. A […]

The Importance of Prospecting

• By InSource Admin
• 13 Mar 2020
• 0

Barry Goldwater once said, “American Business has just forgotten the importance of selling“.  Senator Goldwater could easily have been talking about the Equipment Financing industry. Those who know me know that I like to keep things really simple.  To that end, I tell every Business Development Representative in our company that they have one, and only […]