#sales practices Tag

Salesforces operate like franchises in many organizations, but few consider the similarities.  If sales pros understand the implications, it should increase sales opportunities and closed sales.  Let me explain. Some well-known franchisors include McDonald’s, 7-Eleven, Pizza Hut, Dunkin Donuts/31 Flavors, Subway, Taco Bell, and Allstate Insurance.  Entrepreneurs usually own the franchises.  Businesses such as Starbucks, Barnes & Noble, CVS, and Walgreens are chains, not franchises, and are owned by the corporation. Typically, when one licenses a franchise from the franchisor, the following applies: A franchise is very entrepreneurial. Success or failure is determined solely by the owner A franchisee is the owner...

05 October, 2026

What Surprised Me Most About Sales I have been asked this question many times over the years, and it has never been easy to answer. After more than three decades in enterprise sales, sales leadership, and executive management, I have learned countless lessons. But because the question asks what surprised me most, one experience stands above the rest. I entered sales in an unconventional way. I was an accountant for a major hotel chain and had recently passed the Certified Public Accountant (CPA) examination. My career path seemed well defined, and I had no intention of leaving the accounting profession. Then an unexpected...

05 August, 2026