Last week I was in Arizona speaking at a conference; during my program I used the phrase, "If it isn’t fun, it isn’t selling!" and the reaction I received was interesting. Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as...
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It is a well-accepted axiom that, for most companies, 80 percent of their profitability comes from 20 percent of their customers. Unfortunately, most leaders are not clear on who these customers are, they do not allocate resources appropriately to these accounts, and they do not encourage their...
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Sales managers, who are looking to take their team’s sales results to the next level, would be wise to look more closely at their sales coaching.
Effective sales coaching is one of the most impactful ways to increase sales. Thus the reason it’s so valuable for sales managers...
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I have written often about the importance of Trust In Business. I have always contended that without Trust it is rare that you will be successful in business. It was interesting to note that in my book Account Planning in Salesforce, the chapter on Trust was one of the most underlined...
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How do you ensure the young women in your life get the equal opportunities they deserve?
Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a...
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Customer experience is a popular term and goal for many sales organizations this year. But it’s tricky. Unlike most sales metrics, customer experience is very difficult to measure and even more tenuous to determine where you should spend time to improve it.
There is, however, a simple...
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If you work in technology, you will know of Geoffrey Moore as the famous author of “Crossing the Chasm.” His book has sold over 1 million copies, and crossing the chasm has become a metaphor used by companies with complex products to explain why they struggle to transition from the early adopters...
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Many execs struggle to find the secret sauce to accelerating profit growth. In Aligning Strategy and Sales Frank Cespedes advocates aligning the efforts of strategists and sellers to implement effective growth strategies. Cespedes explains why:
such alignment matters,
it’s normally not...
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As the saying goes, you only have one chance for a great first impression. In truth, you only have about ten seconds. If you’re making cold calls to busy people, you need to deliver a powerful opener.
Working with experienced, professional telemarketing agents improves your chances of getting a...
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