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Matt Wesson
I'm Content Marketing Manager at Salesforce.com where I write, design, and code engaging content with one of the most talented teams in the industry. Previously, with Pardot and ExactTarget, I have spent much of my professional career focused on creating content for marketing and sales teams. I'm passionate about the way high quality content can change how companies interact with their customers and generate new business.
Sales managers have their work cut out for them.
With a team that often consists of strong willed, independent individuals, and high-pressure goals like hitting quota, there is no shortage of challenges.
To help tackle these sales management challenges, we've collected insights from some of...
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There is no mystery to why consumers are relying less on a flashy demo and a 30-minute call with a sales rep in their sales process.
When you can access millions of webpages in a fraction of a second and crowdsource product knowledge from hundreds of your peers, your reliance on sales reps...
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With nearly $800 million in sales last year, the girl scout cookie empire is certainly nothing to shake your thin mints at.
A limited annual supply and continued cultural relevance has helped fuel an organization that is posting profit margins some fortune 500's would envy. So what's the...
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How you spend the last few minutes before a sales call can have a huge impact on that call’s outcome.
Are you trying to cram in too much last minute prep? Are you letting the main objectives of the call slip out of focus? Or are you outlining a concrete strategy, focused on moving the conversation...
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Great sales people and great gamblers have a lot in common.
There is really just one skill that separates great gamblers and poker players from the rest. And no, unless you're Dustin Hoffman in "Rainman," it's not counting cards. It's the ability to read people. The best card...
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The sales profession is not an easy one.
There are countless challenges, questions, and obstacles for a salesperson to overcome everyday. Some of these challenges become easier to overcome with age or experience, others with sound advice from somebody with expertise and know-how.
Can...
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"What you don't measure, you can't improve."
These words have become the rallying cry of a world obsessed with big data and metrics. From the Fitbits strapped around our wrists to the dashboards on our Salesforce homepages, we are a generation focused on measuring success.
But...
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Sales success is about asking the right questions, but not in the way that you might think.
Sure, posing the right questions at the right times to your prospects can help you close a sale, but sales success is also about the questions that you ask your peers and mentors. "How do you identify...
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Sales people are treated a little different.
It’s no secret. When other teams are doing team building exercises, sales teams are having competitions and quota discussions. Sales reps are too often put in a culture that focuses on individual performance. But recent research from CEB suggests that...
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![How to Become a Great Sales Manager [INFOGRAPHIC]](http://www.salesforce.com/content/dam/blogs/legacy/2014/03/6a017d428022fc970c01a73d79bb0f970.jpg)
![Connecting With Content: A Salesperson's Guide to Content Marketing [E-Book]](http://www.salesforce.com/content/dam/blogs/legacy/2014/03/6a017d428022fc970c01a3fccab448970.jpg)
![[INFOGRAPHIC] Answers to the Toughest Sales Success Questions](http://www.salesforce.com/content/dam/blogs/legacy/2014/02/6a017d428022fc970c01a5116e6ad0970.jpg)
