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The Sales Manager is the most important position in a sales force. They are the connective tissue between the strategy and tactics to execute that strategy. Sales management coaching and development is critical to your ability to make the number. Do you have a Sales Management Development Program? Do you ignore developing them and coaching ... Read Post
Every time I turn around, there are potentially awkward situations for small talk. Get-togethers, cocktail hours, new coworkers at lunch, etc. — the small talk opportunities are everywhere. If you find yourself less than excited about these encounters, here are a few tips to help: 1. Make the first move — Hand out, smile on, ... Read Post
I had the good fortune to be a guest on a recent #SalesEU Twitter Chat and Hangout On Air hosted by Martha Neumeister and Richard Young in which we discussed the topic of sales hacking. The conversation spanned social selling, tools, and methods (i.e. hacks) for salespeople to accomplish more with less. What sparked the ... Read Post
You can poll virtually any salesperson, especially one who has worked in B2B sales. If you ask them about CRM, you’ll get an almost unanimous response: “It sucks!” Why is that? A Walk In Their Shoes Put yourself in a salesperson’s shoes. You have a traits and skills that many others don’t have. You can ... Read Post
Using Social Profiles as a Branding Opportunity Editor’s Note: Today we are posting Chapter 3 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers — particularly ... Read Post
The sales herd is crowded with salespeople all trying to practice similar sales techniques and apply similar tools. Some are more competent than others and gain a temporary advantage. I agree that it’s important that you do whatever you can to improve your sales “efficiency.” But it’s not enough. Great salespeople are much more than ... Read Post
None of us likes this time of year–the letdown from the holidays, the dreary weather, the short, dark days and the long, unfunny award shows. And then, of course, there are taxes. If you’re a business owner you’re already thinking about this year’s tax season. Your returns are likely due on March 15. You’re closing ... Read Post
Editor’s Note: At the end of this post is Chad’s accompanying video. I think you will find is interesting to compare the impact of Chad’s points as he tailors his content and style to another medium. Remember when you used to fax people for meetings? Neither do I. But we still call. And email. And ... Read Post
