Last summer, headlines pushed aside pandemic news with reports that:

“Hackers Demand $75 Million to Unlock Firms Hit by Ransomware Attack.”

“What if Hackers Access My Business System?”

“Don’t Be That Employee: How to Avoid Ransomware Attacks at Home.”

Do these attacks pose a threat to reps, their manufacturers and the customers they both serve? Answers vary, but in general, responses offer cautionary advice on how to navigate what might be a potential minefield.

Preparation is mandatory, according to regular Agency Sales contributor Terry Brock. “Yes, this is something that everyone who uses a computer should be aware of and … Read the rest

Earlier this year in his blog, Talking Healthcare Technology, Henry Soch reported on what tech users can do to prevent ransomware attacks and adds some U.S. Government information on what to do if you’ve been hacked.

So, what can you do to prevent disruption from ransomware attacks?

The U.S. Government Cybersecurity and Infrastructure Security Agency (CISA) recommends these best practices:

• Require multi-factor authentication for remote access to OT and IT networks.
• Enable strong spam filters to prevent phishing emails from reaching end users. Filter emails containing executable files from reaching end users.
• Implement a user training program and simulated attacks

Barb Smith’s passion for her agency and her choice of career have translated into a belief that today she would be unemployable with any other company.

Smith, who heads Barbara J Sales, Inc., a woman-owned business working in commercial construction focusing on innovative building envelope products, opened her own agency 26 years ago after working in a large company for 16 years. She became familiar with the world of reps while working for another large organization that had worked with reps throughout the United States. “I started with them as a direct employee working a small territory. Three months after … Read the rest

Never Give Up — FOLLOW UP!

While most business professionals know that follow-up is important, the fact is that very few are masterful at the art of it. Sure, they may leave one or two voicemails for people or send a couple of emails, but those attempts are only scratching the surface of what follow-up is really all about.

In truth, following up with a prospect or customer is about attending to the details of business. It’s doing what you say you will do and honoring your word. It is committing to what you know you can commit to and … Read the rest

Having a good conversation — in business or anywhere else, for that matter — is not as simple as it might appear. In fact, it’s a major challenge, especially in the world of complex sales and multicultural business relationships. Authentic and compelling customer conversations are the key to what I like to call “privileged access” and “privileged insight.”

Privileged access is what we need in order to tap into the best sources of information within our customers’ organizations. Privileged insight is what we need to clearly understand our customers, their responsibilities and metrics, and recognize how we can impact their … Read the rest

If you’ve read past sales articles of mine, you know I talk a lot about the two major keys to sales success: lots of the right activity and great sales skills. That said, while a lack of activity is the biggest killer of sales success, a lack of great sales skills isn’t the second biggest killer.

The second biggest killer is more subtle. It’s so subtle, in fact, that most salespeople go through their whole sales careers and never figure this one out, and as a result, they never become the salesperson they could be.

The Second Biggest Killer of … Read the rest

We all know the power of first impressions. How people perceive us during the first few seconds of an encounter has a major influence on whether they will trust us, be attracted to us, or want to conduct business with us.

To create a positive first impression, we need to know how to connect immediately with others regardless of their age, gender, ethnic background, mood, or the situation.

Let’s begin by testing your “first impression awareness.” What would you think of the waiter in the following situation? You’re having a business lunch with a potential client. She’s telling you about … Read the rest

Most sales managers trip over two big stumbling blocks:

• Hiring the wrong candidates.
• Motivating salespeople incorrectly.

Here’s how to stop the revolving door for good.

Hiring and managing salespeople are the most important things you will do as a sales manager; yet, they are also the most difficult. Finding effective salespeople can feel like a never-ending cycle of hiring, training, and inevitable disappointment. Even worse, this revolving door costs your company thousands with every turn. The big problem is that traditional hiring techniques are terrible at identifying the most crucial quality a salesperson can possess.

Less than 20 percent of … Read the rest

Ahh — being right vs. doing right, the millennia-year-old conundrum. As a corporate leader, especially middle management, you can often find yourself in the position to shift blame when things go wrong or take credit for being a capable leader when things go right.

But in a worst-case scenario, does that rationale resolve the issue or exacerbate it? In this article I’ll lay out the debate for why it is important to focus on being more proactive, by doing right, in your leadership role. Let’s dive in!

Being Right, Never Wrong

In a recent coaching session with one of my … Read the rest