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Feb, 09 2017 | Sales Leadership

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us […]

Jan, 26 2017 | Sales Leadership

Sales Teams Need Face Time—with Prospects and Each Other

sales teams

There’s nothing like getting the gang together in person. A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of them to […]

Jan, 19 2017 | Referral Sales, Sales Leadership

How to Hack Lead Generation with this Simple Principle

lead generation

Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded interesting. But as usual, the free download came at a cost: my contact information. I could picture the sales […]

Jan, 12 2017 | Sales Leadership

Why Sales Managers Need Street Smarts

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top […]

Dec, 15 2016 | Sales Leadership

Is Sales Automation Making Your Team Soft?

As your reps rely more on sales technology, they may be forgetting how to actually sell.  I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double […]

Dec, 01 2016 | Sales Leadership

Why Sales Leaders Need Vacation—and Why They Don’t Take It

What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time. If you’re planning to work through the “most wonderful time of the year,” or if you haven’t taken at least most of […]

Nov, 18 2016 | Sales Leadership

Reclaim One to Two Hours of Your Day with Jill Konrath’s New Book [Preorder Now]

Are you overwhelmed and stressed? Jill Konrath can help you stop the vicious cycle. I never expected to hear my friend and colleague Jill Konrath say that she was overwhelmed. After all, she’s a pro—a top speaker, a sales thought leader, a respected author. But she was not just overwhelmed. She’d lost focus, felt stressed, […]

Nov, 17 2016 | Sales Leadership

Why Cold Calling and Stupid Prospecting Don’t Work

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps […]

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