Welcome to the Major Leagues!

Boost your batting average with a targeted referral strategy, and win the sales game this season. Batter up! Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a great time to up your game and make...

Would You Bet Your House on Your Sales Savvy?

Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights, makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So...

Social Selling is Personalized Selling

Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me,...

What Your Sales Manager Doesn’t Know

Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills,...
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