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All Posts Tagged Tag: ‘Sales Leadership’

Customer-Centric is a Verb Not Just an Intention

“Customer-Centric” isn’t a new noun in the businessman’s dictionary; it’s actually the verb that the early settlers built their businesses on. Imagine the year 1849.  You walk into the General Store and the owner, John, looks up, and says, “Hey, Joe, how’s the missus?  Is she ready for the extra sugar for her blackberry preserves?  You know; she promised me a …

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Sales Are Made By Teams

Talent wins games, but teamwork and intelligence win championships. Michael Jordan There is a reason that we have multiple governing houses making decisions for our country.  They are meant as a check and balance system, but too, it is a division of responsibilities and a way to tap into the experience and expertise of many.  So it works in business too.  Even the …

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The Language of Sales

Linguists will tell you that there are between 6,500 and 6,800 different languages spoken in the world today, but technically it would be more accurate if you doubled that number. The first thing that I learned in college was that along with every subject that I took there was a hidden language course.  The language of my master’s field, which …

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Solid Work Ethics for Success

  “At the end of the day, you are solely responsible for your success and your failure.  The sooner you realize that, you accept that, and integrate that into your work ethic, you will start being successful.”  Erin Cummings Everything I know about work ethics I learned from my first employer.  I was just 16 and I went to work …

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5 Fundamentals for Turning Low-Performers into Sales Super-Stars

One of the great and productive functionalities of CRM is the ability for sales managers to track the activity levels and performance benchmarks of their team members. If reps are not conducting or managing enough phone calls, follow-ups, and sales meetings, you will know about it-and so will they.

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4 Proven Methods for Rapid New-Rep Onboarding

Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have …

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3 Critical Elements for Successful CRM Adoption

By estimate, there will be approximately 70,000 people at this week’s spectacular Dreamforce event, Salesforce.com’s annual conference and expo being held in San Francisco. Its impressive agenda is all about how the social revolution is changing the way we do business. The event will impact and illustrate how business trends are adjusting to and dictating emerging technologies. There can be …

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8 Crucial Capabilities Sales Managers Need to Optimize the Revenue Pipeline

Every sales organization has one over-arching objective to which all other activities are in service and that is to meet or exceed its revenue goals. For sales teams, that is how “victory” is defined. If you run a sales team, odds are pretty high that you’ve been focusing on the following in order to ensure your team is positioned and …

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Random Thoughts From The Field – Keeping the Big Picture in Mind

As sales professionals prepare to close out Q3 2010… here are some thoughts to stay on top of the game. 1) Understand Political Structure and Decision Making Hierarchy – Don’t get Blindsided A brilliant sales job to a prospect that doesn’t make a purchasing decision works… sometimes… but not very often.  If you are investing your own time and energy …

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Higher Margins and Bigger Paychecks Using a Powerful Story

How are some companies able to generate consistently higher margins than their competitors?  Take an organization like Tiffany & Co. jewelers.  The silver, gold, platinum and diamonds are the same as the next jeweler’s… right?  Tiffany & Co. has a “story” that eclipses the product inside.  This story which is based on tradition, quality, workmanship and a superior customer experience …

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Incite: to stir up or provoke to action