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A great sales leader inspires greater engagement and higher productivity from their team. It can be tempting to make the results your own personal goal, but the reality is, results should be the collective of each seller’s individual goals. Your job is to see to it that they achieve those goals in a way that ...

When I was researching the book Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I had the opportunity to interviews CEOs, leaders and business owners about their cutting edge and innovative strategies to attract, retain and fully engage top talent. You would have to be living under a rock these days not ...

We have probably all been called various nicknames throughout our lives. I’ve certainly had plenty myself. At five years old my hair was extremely short, and my Dad nicknamed me “bur head.” If it came from my Dad, I was okay with it. In high school I was called “Broadway.” In college I was known ...

Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect ...

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Fact: The tone and focus in every organization is set by leadership, and culture boils down to nothing more or nothing less than the beliefs and behavior of its leaders. Sales meetings often expose lazy or short-term ...

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which ...

Online sales messages are usually just annoying, because it’s almost impossible to address the specific problems or issues actually confronting prospects.

“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should ...