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Mar, 25 2014 | Referral Sales, Sales Leadership

Message to Management: Are You Losing Your Top Talent?

If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and attending long, boring meetings, they’ll leave. More than […]

Mar, 20 2014 | Referral Sales, Sales Leadership

Train My Salespeople … Really?

Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in […]

Mar, 18 2014 | Referral Sales, Sales Leadership

Look Your Customers in the Eye

Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact—to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone while neglecting the people around you. Unfortunately, it’s become acceptable […]

Mar, 13 2014 | Referral Sales, Sales Leadership

Message to Management: The No-Cost Way to Improve Your Sales Team … NOW!

The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective. He […]

Mar, 11 2014 | Referral Sales, Sales Leadership

Mark Zuckerberg Redefines Value

Do you have $19 billion? In the sales world, we equate value with ROI. Not so for Facebook CEO Mark Zuckerberg, who just acquired WhatsApp for $19 billion. He was thinking way bigger. A New Value Proposition This deal can’t be judged by the same standards as typical Wall Street mergers and acquisitions. It’s not […]

Mar, 04 2014 | Referral Sales, Sales Leadership

Inertia—Your Biggest Competitor

What do you do when prospects aren’t ready to move forward? Does this sound familiar? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s all going so well. Then nothing …  Radio silence: You know, when a prospect doesn’t […]

Feb, 27 2014 | Referral Sales, Sales Leadership

5 Tips for Becoming a Thought Leader

You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as […]

Feb, 25 2014 | Referral Sales, Sales Leadership

You Can’t Manage Your Friends and Still Be Friends

How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start […]

Feb, 20 2014 | Referral Sales, Sales Leadership

Love Them or Lose Them

The first rule in sales? Know your customer. How well do you know your clients? I don’t just mean how and what they buy. I mean the people who sign on the dotted lines. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. […]

Feb, 18 2014 | Referral Sales, Sales Leadership

Get off the Hamster Wheel if You Want to Go the Distance

Are you confusing being busy with being productive? The delete button is my friend—helping to rid my life of the countless unsolicited emails I receive each day. Regrettably, these are usually followed by a series of cold calls. It’s mindless activity that goes nowhere. Yet, it makes us appear busy. After all, we’ve made our […]

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