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Tag Archives: sales

Why Aren’t My Company’s Sales Growing as Expected?

Having spent the past twenty-eight years working in small and mid-size businesses as a senior sales & marketing executive or as an independent sales operations consultant, the question I hear over and over again from business owners is … “Why aren’t my company’s sales growing as expected?” Based on my ...

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Accountability In Sales

Accountability in sales is crucial, yet it’s often neglected. We’re all great at finding excuses. We can always find outside forces to back up our struggles. But who do excuses ultimately serve? In the end, excuses only hurt the people making them. We have to look at ourselves, and how we ...

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Digital Era of Sales Management

The Digital Era of Sales Management “If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information ...

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Why Sales Professionals Resemble Entrepreneurs

There are certain skills and traits common to everyone who strives for and achieves any reasonable level of success in the business world. That much is clear to anyone who has worked for a large company or held roles in different areas. But some role requirements and tendencies overlap more ...

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Competitive Advantage In Sales

95% of business don’t know what their competitive advantage is. This shocking statistic means that the vast majorities of companies are not promoting and utilizing their top skill sets that customers want, and are likely losing out on revenue. Jaynie Smith discusses competitive advantage with John Golden. This expert sales ...

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This is How Brilliant Sales Leaders Handle Surprises

Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see ...

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Sales Recruiting

Overcoming Sales Recruiting Challenges Sales recruiting is difficult. Attracting, hiring, and onboarding good salespeople can be a challenge that is challenging to overcome. The turnover rate for salespeople is much higher than other jobs in the business industry. But, that doesn’t necessarily have to be the case. Brendan Barrett, interviewed ...

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