Category Archives for Sales leadership

2 Important Activities That Will Close More Deals

When I was sales executive, much of my time was spent helping my sales teams focus on key sales activities and shifting their perspective to the customer’s point of view. And as a sales coach today,

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How to Position Yourself to Get the Sale

One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some

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13 Great Speakers. 1 Great Event. Here’s What You Missed.

We did it! We just completed the final Sales 3.0 Conference of the year. We wrapped up in Philadelphia for a fantastic one-day event that was a day filled with great speakers, networking and of course,

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This Is the Difference Between Great and OK Salespeople

The speed and complexity of the modern marketplace is the domain of intellectual agility. Top sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined

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Warning! These 7 Things Will Make You a Spooky Sales Rep

I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins,

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Top 9 Reasons You Won’t Want To Miss Sales 3.0

Get the Inside Scoop The Sales 3.0 conference in Las Vegas is a little more than a month away, but I am already so excited (you can register here). As always, we’ve put together a great schedule

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These Tips Will Make You A Better Sales Leader

A Note From Alice: Revenue is down. What is your team doing? As the company leader you want answers from your sales manager. Your sales manager may be blaming your reps. When sales are down. But really,

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This Will Make You Improve Your Weekly Sales Meeting

A Note From Alice: Ah, the weekly sales meeting. Don’t tell me, you hold yours on Monday mornings. How does your team look when they come to this weekly event? Are they bright-eyed, bushy-tailed

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How To Fix 5 Common Sales Coaching Mistakes

How To Fix 5 Common Sales Coaching Mistakes

A Note From Alice: As a sales leader or business owner, the success of your sales team depends on you and how well you coach your team to success. However, too often other “priorities” get

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7 Steps to Build a Successful Sales Strategy

7 Steps To Build A Successful Sales Strategy

What comes to mind when thinking about a successful sales strategy?We have all been in meetings talking about coming up with a successful sales strategy when someone says, “We can sit around planning

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