Richard Selzer was a famous American surgeon, a Yale-educated visionary who believed strongly in looking beyond prescriptive approaches to patient care to comprehensively consider the human elements. He believed that understanding a patient’s humanity increases your chances of guiding them to successful medical outcomes. And similarly, he saw great value in understanding more than the ...
Moving your top sales performer into a management role seems logical—they crushed their targets, so surely they can lead others to do the same, right? Not quite. This common promotion strategy often backfires, leaving organizations with frustrated managers and underperforming teams. The Hidden Trap of Promoting Star Performers When someone excels at sales, they’ve typically ...
Lead generation has a burnout problem. In the current digital landscape, tossing up a generic white paper and waiting for leads to roll in is a strategy destined to fail. Recently, John Golden of Sales POP! sat down with lead generation strategist Jennie Wright to dismantle these outdated tactics. Wright, who has spent over a ...
As a sales manager, you face countless problems. Your salespeople complain that they can’t close enough deals because they lack leads, or the leads aren’t good enough. They complain that some feature of your product or service isn’t good enough, that the product or service itself isn’t good enough, or that the company itself isn’t ...
In this episode of the Expert Insight Interview, host John Golden talks with Tony Morando. Tony is the Chief Sales Officer at his company. He has worked in sales for 19 years. He started as an account executive and worked his way up to the top. Tony shares what he’s learned about growing strong sales ...
Admittedly, no matter the research we do upfront, we know little about each prospective client and how they work. Assumptions are the worst possible tactic, so how do you uncover everything you need to know to maintain professionalism, establish trust, and have the person convey what you need to know to make a desirable sale? ...
Your sales team is firing on all cylinders. Leads are flowing in, deals are closing, and everyone’s feeling motivated. But what if we told you there’s a secret weapon to achieving this dream? It’s called a sales tech stack, and it’s more than just a fancy term. The right sales tech stack is a carefully ...
Having a mobile sales force is crucial. These hard-working individuals constantly travel, meeting clients and closing deals. However, staying productive on the go presents unique challenges. This is where cloud computing proves invaluable, enabling seamless access to essential tools and data from anywhere. Let’s explore how embracing the cloud can revolutionize your mobile sales operations. The Mobility ...
The workplace is forever changing, and the staff at some companies is comprised of multiple generations. Tradition holds much wisdom. However, it’s critical to pay attention to the rise in new technology, as it will affect your bottom line. New tech, including AI, is undoubtedly more challenging for seniors to adapt to, while younger generations will ...
Hey all, it’s John Golden here. I recently had an enlightening chat with John Crowder, VP of Healthcare at Integrity Solutions. We discussed the huge impact emotions and coaching have on sales teams. Here are some top takeaways. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and ...
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