The age of the overweight, bureaucratic, and slow to act corporation continues to struggle against the rising tide of adaptive and agile organizations. In the 1980s, University of Chicago economist Sherwin Rosen aptly coined our emerging market as the “superstar economy.” With an increasing...
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Space – no not the Star Trek variety as in “Space – the Final Frontier," but the gaps in conversation that you need to leave when speaking to someone.
Let me start with this: The only way we can express the worth of our own opinions is by valuing the opinions of others.
Too many...
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You’re busy, I know.
You don’t need constant chirping from marketers like me about getting on board with content. You’ve got stuff to sell.
But hear me out. Content marketing can be your best friend when wooing deals—and you don’t need to upend your calendar to start using it. In fact, you need 20...
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The level of confidence you have going into a sales call is going to determine the level of success you achieve during the sales call. In fact, the level of your confidence will determine your level of success overall.
What gives anyone the right to think they’re going to successful if they...
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We are in the golden age of reporting. Customer relationship management (CRM) tools have given sales managers a level of insight into almost anything that is happening with their sales teams in near real-time.
So how should you use all of this data? Jason Jordan, a partner at sales management...
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What if your business ballooned from a few hundred customers to a few hundred thousand in just a few years? Would it collapse or thrive? What if you could be prepared for sudden growth so you don’t have to wonder which way things would go? Take it from discovery commerce platform...
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Great generals are famous for producing results – namely winning. Great salespeople do the same, but instead of conquering countries, they conquer market share. Despite that small difference, the strategies used by the most successful generals of all time will also work for your sales plan. Here...
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To self-assess your coaching acumen, it’s essential for every manager to look in the mirror and be honest about where you stand in your evolutionary journey to becoming a world-class coach. Use these 12 questions to help determine how effective your coaching really is.
Until companies truly make...
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It won’t be easy, and it won’t make you popular, but here are seven tests to ensure that your sales forecasts will come true. By asking these questions, you'll do more than improve your forecast accuracy. You will change behaviors.
1. Check for a Compelling Reason Why
If you want...
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