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Most salespeople want recognition for their excellent work. Sales training teaches us a specific order for the steps of the sales cycle. Reading the classic sales books will boost our understanding of how to sell. However, when one follows the exact rules and procedures similar to everyone else, there is little hope for rising above ...

The Three Best Ways for Salespeople to Master Marketing Sales and marketing go together like peanut butter and jelly. Despite this obvious truism, many sales professionals lack a clear understanding of the synergies that exist between the two disciplines. In general, salespeople believe that the marketing department of their organization exists to generate leads, and ...

At first, this title may seem like some kind of an oxymoron. How can a business process be enjoyable? If you go and, let us say, sit and listen to a talk on business processes, you’re probably not going to come away saying, “Wow, that was really fun and entertaining! Most people would agree that ...

Hiring Right By Learning From Past Errors Hiring the right salespeople can be difficult. In my experience, there are often times when sales managers hire the wrong salespeople. But, this doesn’t mean we cannot learn from these errors. From a sales manager’s standpoint, we should step back and look what at what made it a ...

These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find?

How to Find and Recruit the Best Salespeople Recruiting salespeople can be a significant challenge. It is essential to find someone who fits in with the culture, has an innate set of skills that lend well to selling, and has the experience and track record to prove credibility. This two-part series will explore how to ...

Matthew McDarby has been a long time contributor to SalesPOP!, and is absolutely deserving of being this month’s spotlight contributor. He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. His contributions date back to SalesPOP!’s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the ...

Dave Stein is a legend in the sales training industry and he has teamed up with Steve Andersen to publish an essential book for anyone in business-to-business selling. I just finished reading Beyond The Sales Process and its timeless wisdom is wrapped within a modernized approach achieving sales success by intelligently creating value for customers. ...