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The higher you go in a company, the more important it is that you take your role as a leader seriously.

If the all-encompassing Pareto principle has something to say about it, around 80% of the work that goes around in any given company is done by just 20% of its employees. This makes those hard-working employees, especially sales personnel, the true secret asset of any business, and is the main motive why certain firms manage to ...

Qualify accounts and track information about contacts, sales account profile, and sales in process. Knowing Your Buyer The first and most important thing you’d like to know about the decision-makers in your prospect company is: what is motivating them to be interested in your product or service? In other words, you want to discover the ...

Like everything else in the modern age, sales changes at an incredible rate. The buyer of today has far more power than they did yesterday, armed with all the information the Internet has to offer. They keep to their own buying schedule, without the guidance they might have previously had from a salesperson. Because of ...

Standout leadership doesn’t have to be complicated; it doesn’t have to conform to doctrine advocated by leadership gurus and HR pundits  who advocate a more theoretical model. In my experience, leadership that sets you apart from the crowd boils down to how well you practice these 10 basic human acts, not on how well you ...

In today’s business environment, Sales and Marketing are often divorced. In fact they often behave just like a divorced couple, constantly pointing fingers at each other, most frequently over lead quantity and quality. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is ...

Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation ...

A vital part of evaluating an opportunity is learning all about buyer process of your prospect company. More broadly, it is an important overall factor in sales account management. Purchase decision making within a company can range from simple to complex. In smaller companies, it can often happen that purchase approval is made by a ...

Simply put, every organization out there wants to close more sales, but in most cases, sales aren’t where you want or need them to be. According to a 2016 Sales Benchmark Index report, more than 80% of CEOs feel like they have an inefficient sales process. Most of them think that their company makes it ...