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“. . . There are known knowns; there are things we know we know. We also know there are known unknowns; that is to say, we know there are some things we do not know. But there are also unknown unknowns—the ones we don’t know we don’t know.”—Donald Rumsfeld Rummy sure has a way with ...

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 ...

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, ...

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 ...

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 ...

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 ...

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 ...

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 ...