News
The 10 Most Common Mistakes Sales People MakeSeptember 19th 2014

When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they have been dealing with have difficulties in emotional intelligence so they can’t see when they are being unprofessional and unlikely to get the sale. …

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Are good sales people born?September 19th 2014

By AARON HALL, Standard-Examiner contributor

Are sales people born or made? An interesting question to consider in light of the ongoing argument of nature versus nurture. Nature would claim that great salespeople have innate qualities; it’s in their DNA. Nurture would argue that great salespeople are created through personal experiences and the school of hard knocks. Where …

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Social Selling: How Social Media, PR and Sales Can Work TogetherSeptember 18th 2014

By Martin Jones

In most companies, social media falls into the broader “marketing and communications” category. There’s either a digital marketing team behind social channels or an agency helping with those efforts. This makes sense – the majority of businesses rely on social media as a way to build brand awareness and grow customer engagement.

However, the narrow …

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The Myth About Sales PipelineSeptember 17th 2014

By Carlos Hidalgo

Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X. Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their …

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How Professionalism in Sales is Becoming the Performance DifferentiatorSeptember 16th 2014

By Brendan Wilde

There has been a shift in the UK and the US sales sector in recent years as it slowly evolves into a genuine profession. This has been achieved through research, by providing internal and academic training and development programs to employees, and by hiring new graduates in sales positions.

Some of the factors, which …

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