Sales Management

Using Leverage in Sales: The Art of Winning an Unfair Game

April 9, 2014
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Are you employing leverage to get the most from your sales organization or from your own individual sales activities? Sales tools are all about “leverage”. Yes, they take time to deploy and yes, some of them cost money. But the key element is that they produce a return that is greater than the costs.

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Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

January 22, 2013
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Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Business owners and corporations are stepping up their efforts as well, recognizing that saving energy […]

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Is Customer-Centric Selling Dead?

January 8, 2013
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Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. This process naturally dovetails with assisting them in identifying the most appropriate solutions, and often from a rather complex array of choices. Customer Centricity is an overarching philosophy that puts the focus squarely […]

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Infographic: Best of Sales & Marketing 2.0 Conference #s20c

October 25, 2012
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4 Powerful Methods to Keep Deals from Stalling

June 5, 2012
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The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Your […]

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Dumbing it Down: 5 Secrets to Getting Smart People to Buy

May 22, 2012
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B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a parallel scale, business buyers of these complex technologies are also very smart people. Smart people are perfectly capable of grasping and solving complex problems, though […]

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Why we shouldn’t demand (or want) marketing to give us sales-ready leads

May 1, 2012
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Sales-ready leads Marketers, as we all know and understand, are responsible for many critical business tasks. Not the least of which is to ensure that the company’s vision, brand, and most importantly its solutions become not just known to, but ultimately acknowledged by as many of the right people as possible, and that its solutions […]

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The 5 Essential To-Dos for Every Inside Sales Leader

April 24, 2012
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AA-ISP Inside Sales Summit Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. After an inspiring opening by Bob Perkins, AA-ISP Founder and CEO, Jill Konrath got the audience roaring with her skit that deftly demonstrated the reality of today’s sales world, all the […]

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3 Critical Sales Leadership Lessons You Can Learn from Kitchen Nightmares

April 10, 2012
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To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style. Owners of a once thriving and popular restaurant are struggling, in vain as we know, to keep their establishment from going […]

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Five Golden Rules for Boosting Sales Rep Productivity

March 6, 2012
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Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must […]

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