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A highly successful sales culture doesn’t rely on textbook principles and academic methods to shape the future of their organization. Rather it relies on creating an environment that can adapt to the realities of unpredictability and chaotic change. So when it comes to issues like setting strategic direction, they are more likely to shy away ... Read Post
Workplace dynamics are in a state of constant shift, but is this shift happening in the form of major transformations, or small evolutions? The answer is that it really depends on the industry. The Future of Work: Throughout his years of information gathering, Jensen discovered that for some people, like those who pursue a career ... Read Post
Forrester Research predicts "1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force." Read Post
Sales reps head into a new year with goals. Often those goals are all about money. But what about attitude? I will be the first to admit it when I miss my own personal targets, I am not always positive. This past year has been a rough one professionally. Missed numbers. A start-up not being ... Read Post
In our series on building a house of business, we first covered the numerous aspects of vision, which of course comes before anything else. Now let’s move onto bringing this vision into reality. Where does that begin? The Plans When erecting a building, between the vision and actual construction comes the architectural design, and the ... Read Post
You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, ... Read Post
The average person sees around 5,000 advertisements a day. Whether it’s online, on a billboard, on the radio, or on television, we’re inundated with marketing techniques from the moment we wake up until the moment we fall asleep. People have adapted. You probably don’t feel like you see 5,000 advertisements a day because you’ve learned ... Read Post
Sales isn’t for the faint of heart. If it were easy everyone would do it. To truly excel you need to listen, ask direct questions and be diligent in your follow up. When a hot prospect goes dark or you need to hit quota, this is the time to be shameless. I don’t mean to ... Read Post
