Has someone asked you recently what you do and then when you tell them you’re a salesperson they give you an odd look? That bad taste of salespeople still plagues our world. The stereotypical manipulation, sliminess, distrust is going to be a tough persona to...
Take a second to ask yourself, why did my buyers buy? What was going on in their organization or life, that made them feel they had to change? What made them feel like they had to spend money, time and effort to change their existing environment? What was it that...
Beyond the Job Title Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that change the moniker? How is (insert your name) the...
One of the members of this community asked me if I’d do a post on scaling sales teams. I thought his question was a good one. Would love to see you write a post on your thoughts on scaling a sales team that has been focused on the small to mid market and now is...
I see this far too often. Sales management and sales leaders reactively manage their people. They reactively manage because they to manage to results. Results are a trailing indicator in sales. If you manage to results your too late. Reactive Sales...
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