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Leadership Articles

A Sales Manager’s Role is the Most Important Role in a Company

Your sales managers are the most important pieces of your sales organization. Not your reps, not your “visionary” VP, it’s the sales managers. Don’t believe me? Who is in the trenches day in and day out? Who has their hands in every deal? Who talks to your reps more...
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The Simplest Way to Re-Engage a Cold Prospect

I feel pretty confident in saying one of the most frustrating parts of a seller’s life is dealing with a cold prospect. You’ve just had a dope call, the prospect is nodding along, seemingly salivating over your solution. They’re saying things like “oh yeah, makes...
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The Absolute Worst Leadership Type

I’m going to cut straight to the chase. The absolute worst leadership type – the good person who turns into an asshole as soon as they are promoted to a leadership role. Before you come for me, I know, a lot of people hate the word asshole, but is there a better way...
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The Best Sales Qualities to Look For

One of the hardest tasks for revenue leadership is finding the right salespeople. Great sellers are the lifeblood of a successful business and not everyone has that edge. In this post, I want to zero in on the qualities that truly define top-performing sales reps. I...
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