Leo Tolstoy wrote that all happy families are alike, but each unhappy family is unhappy in its own way. In fact, every family is unique and so is every customer. They may all share common characteristics, but they will all inevitably differ in their specifics.
This is especially important to...
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We're all aware of a certain type of employee. They're the competitive and highly driven individuals, typically in the sales function. Their desire is to succeed and get to “the kill” as quickly as possible with as many people watching as possible.
People often create motivational...
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Business owners don’t want much--we just want more. We want more speed, more accuracy, more productivity, more information (not to be confused with data), and more sales.
In sales, there are some essential elements, that when correctly wired into a system, have propelled dramatic impact on...
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Smartphones give sales reps a competitive advantage. That's according to the majority of respondents in a new study by sales force performance improvement organization Huthwaite. Why the edge?
While key benefits of a mobile workforce, such as speed and connectivity certainly play a...
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Think of a time when someone recommended a doctor, lawyer, dentist or the likes to you. Got it? Now, assuming you respect the person who gave you the referral, were you more or less likely to buy the services of the recommended individual?
If you are like most, you were more inclined...
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Few things hurt more than losing a client. Some you see going. They leave despite your best efforts and if nothing else, at least you had a chance to prepare and find other new prospects to plug the void.
The losses that add insult to injury are those clients who were seemingly satisfied, some...
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It should be no surprise to learn that nearly every company in the world maintains a sales pipeline. However, you might be surprised to learn that very few companies think they’re any good at managing it.
In research we conducted with the Sales Management Association, 63% of executives said...
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Data only tells managers WHAT their people are doing. It doesn’t provide the insight and evidence needed to determine the QUALITY of their efforts. Learn how to do this right and become a truly powerful manager.
I recently posted the following comment on Twitter and was asked to clarify what I...
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The inside sales profession is moving into the future faster than ever, but there are some long-standing questions that still linger on many salespeoples' minds. Luckily, we’ve come far enough as a profession to definitively answer some of these pesky questions and save budding sales teams a...
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