A Flawed Approach
Most of you have probably heard this line before:
"First prize is a Cadillac Eldorado. Second prize is a set of steak knives. Third prize is you're fired."
It's from the 1992 classic film about sales, Glengarry Glen Ross. As a refresher, the film details the...
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Dan Perry is a Principal at Sales Benchmark Index.
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than 40% of all Sales Managers don’t make their yearly quota. Their bosses’ first thought is to fire
those sales managers because “Who needs a Sales Manager if they can’t make
their number?”
How
are you measuring your sales...
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Keeping sales people motivated is easier said than done. But when motivation is done correctly, it can have a big impact on overall sales team performance. Money is important, but other factors can't be ignored. Coaching, career development, feedback, and tiered...
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This excerpt is part of the "9 Disciplines to Create Sales Breakthroughs in Turbulent Times" guide by Walter Rogers, CEO of CloudCoaching International.--
“It isn’t
the things I know that cause my problems; it is the things I think I know that
just ain’t so.” ...
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In most companies — and
probably in your company — a gap exists between average performing sales reps
and the high performers.
How can it be that in the
same environment and set of conditions, certain sales reps manage to thrive and
succeed at the highest-level while others merely get...
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Kyle Porter is the CEO of SalesLoft, Sales Intelligence
One glance at your inbox and you’ll understand how today’s buyer has more on their plate than ever before. They can hardly bear to add more complexity to their world, especially the challenges that come along with buying and implementing...
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The handshake. Eye-contact. Phone calls. Data.com's "Prospect like the Pros webinar" has me thinking about how these traditional approaches to sales seem to be disappearing under a mountain of texts, emails, and tweets. The ease at which a "connection" can be made...
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As our team is preparing to host the webcast "Prospecting Like The Pros", I took a sneak peek at the slides and saw one of the prospecting tips: calling is still king. With such a focus on marketing automation and low-cost lead nurturing, I had to wonder if this still remains...
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Let’s talk 49ers. No, not those 49ers. This isn’t another sports related posting. We’re talking gold in the hills. More specifically, we're talking about mining that gold.
We humans crave the stuff. And Planet Earth, just you try and stop us from getting at it. Billions of tons of...
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