Want a World-Class Organization? Scare Away These Top 10 Signs that Your Culture is Terrified of Sales
CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their
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Dominate at Trade Shows to Generate More Deals
“77% of executive decision makers found at least one new supplier at the last trade show they attended.” Spingo Did they find you? Lead Generation Many of you have sales plans for 2019
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Move Toward Greatness and Lead Your Team to Success
When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write
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How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget
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Confidence Closes More Deals
There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation
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4 Reasons Value Props Flop
When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I
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If You Want to Be a Leader, Do Deep Work
Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive back,
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6 Steps to Setting Strategic Sales Goals
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting
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Desperate for Leads? Keep Your Funnel Flowing
You and I both know one of the key reasons salespeople don’t hit their quota is because they don’t have enough deals in the funnel. They work the ones they have like crazy at the end of the quarter
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Poorly Positioned: Ask Your Sales Reps These Questions to Close More Deals
Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing. I know, I’ve been coaching their deals. Their
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