Earlier this month, we celebrated International Women’s Day. This year’s campaign theme was a “Pledge for Parity.” As an industry, sales is one that must command change when it comes to gender diversity in top management.
Did you know that gender diverse organizations perform better, attract top...
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Ready for a fun new content experience? We've adapted some of our best sales tips into new interactive mini-games. Tap or click to play!
Sales Tip #28: Getting Past No
 
Want more awesome tips? Download our e-book, 100 Sales Tips for 2016. And if you enjoyed...
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After more than a decade at Salesforce, I've seen the number of distractions at work grow along with the pressure to continually pack your pipeline with viable leads and new business. I've also been lucky to work for and manage many salespeople over the years, and have figured out that sales...
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Tell me if this sounds familiar.
I recently went on vacation. As soon as I arrived at the airport to fly home, I felt compelled to begin working. Once the laptop was open, it was all over. I soon became stressed at the volume of meetings and action items on my first day back.
Ultimately, it was...
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Mitsubishi Electric’s Cooling & Heating Division is an innovator of high-efficiency climate control systems that provide uncompromising comfort with a small environmental footprint. To get their products to customers, the company works with their own internal sales team plus a wide network of...
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In my previous article I explained why, when it comes to CRM reports, less is more. Much more. In most companies, salespeople and sales leaders are inundated with data from their CRM systems, and the resulting information overload drives them crazy. In the few organizations I know that have taken...
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There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often seen as...
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It is the type of mandate that would strike fear in the heart of even the most seasoned leader: grow top-line revenue by 40% in five years — with no new Finance or Sales Support headcount. But Jason Burum, Chief Client Officer at Healthwise, and Darra Wray, Senior Vice President of Finance, are...
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A crucial moment in the sales process is when a product comes to life for the buyer in a personalized demonstration. Today, sales demos increasingly are done online – using cloud-based presentation tools, such as Webex, GoToMeeting and Join.me.
Among the factors driving the growth of online demos...
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