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Lead Generation

Digital Selling

As things shift to more digital platforms, so too has the sales world. Salespeople are exploring traditional selling versus digital selling, and how to adapt to a more technological world. Digital sales expert Mario Martinez talks traditional versus digital selling in this video interview, hosted by John Golden. In this ...

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Is Winning at Sales the Only Thing?

Sales and the Will to Win While I was growing up, I was a fan of the late Vince Lombardi. Not only was he one of the greatest coaches ever, but he also finished his career with my home team, the Washington Redskins. He was also the man who’s forever ...

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Ethics in Sales

Richard Forrest talks ethics in sales in our Sales Experts interview, hosted by John Golden. Ethics in sales has been a big discussion in the business world. Many people don’t think of salespeople as honest and ethical. The general public often typecasts them as slippery people to be wary of. Moral ...

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Rolling With The Sales Punches

“Selling is a contact sport. If you can’t roll with the sales punches, you get knocked out. You need to get back up, and close.” This quote off of Catherine Brinkman’s LinkedIn is a metaphor discussed throughout this video interview, hosted by John Golden. In sales, if you knocked down ...

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The Network Selling Model

The Network Selling Model: Vital for Today’s Sales Network Selling is a sales model we created several years ago, that expresses the ideal needed in today’s interconnected digital sales landscape. It is expressed in the graphic below: In this blog series, we will be going through each of the factors ...

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Sales and Marketing (Finally) Working Together

I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they ...

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How to Become a Happionaire!

John Golden interviews Yogesh Chabria on his philosophy, the happionaire way. The happionaire way is an idea that being happy is essential for business, personal life, health, overall relationships, and especially sales. “If you are happy doing what you do, you will do it will,” said Chabria. “And you will ...

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Drama: It Costs Sales Management

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. She dreads having this conversation because Joe is a drama king. He takes all feedback personally and usually responds with blame and excuses. Joe is what I call ...

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30 Must-Know Sales Prospecting Stats

Mike Schultz President of RAIN Group, Director of RAIN Group Center for Sales Research, bestselling author of Rainmaking Conversations and Insight Selling. With RAIN Group he has worked with clients such as Hitachi, BNY Mellon, Lowes, Aon Hewitt, SAP, Deloitte, and hundreds of others to unleash sales potential. Let’s block ...

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