News
8 Ways Salespeople Can Continue ProspectingOctober 24th 2014

By Ken Thoreson

Last week, during a client’s sales meeting, we got into a discussion regarding pipeline values. Needless to say, the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?). As the discussion of …

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6 Essential Qualities To Lead Top Sales ProfessionalsOctober 23rd 2014

By Ian Altman

I have the good fortune to work with many sales managers and their teams. Depending on the industry, each successful rep might have a different personality. They might be extroverts or introverts. They might speak slowly or fast. But, there are several essential qualities that I see consistently with top performing salespeople. Keep in …

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The Best Sales People Are Feral! — Why Managers Should Never Try to Tame ThemOctober 22nd 2014

By Cameron Kahler

In my role as a Training Manager I meet with managers and directors of sales teams, as well as HR managers, almost every day. Naturally I’m very interested in the team dynamic, performance and possible skills gaps, but the most interesting and animated response in all these interactions is when answering the question:

“What …

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This week’s top tip from Andy BoundsOctober 21st 2014

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

Harvard says these leadership skills are crucial. How many do you possess?

Harvard recently tweeted their answers to the question: “What leadership skills do you need most?”

The most important were:

1. Inspires and motivates others
2. Displays high integrity and honesty
3. Solves …

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How To Tell If Your Email Marketing Is WorkingOctober 17th 2014

By Zach Heller

If you’re doing email marketing, you’re doing the right thing. But just sending out emails isn’t enough. The next step is learning how to track and analyze your email marketing successes and failures so that you can be sure that it’s working, and work to improve the return you are getting on that investment.

Is …

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