Month

May 2016
I have a theory and believe that it is true (painting with a broad brush). This theory may offend some people (though in reality it should not), but I think once most have read through to the end of this post, they will agree with me. So here it goes: Being a modern sales leader...
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When you think of the strongest startup communities in the U.S., Detroit is probably not at the top of the list. But here’s the thing: Detroit just hosted the largest inaugural Startup Week event ever. With more than 3,100 registrants, the event beat out Denver, Portland and Los Angeles in attendance. “Our city is unlike any...
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“The Year of the Sales Stack.” That’s what TechCrunch dubbed 2016. Unfortunately, as a sales leader, your time fills too quickly to allow for evaluations of all of the software and services that could strengthen your tech stack this year. We’re here to help. This series offers snapshots of some of the top software and...
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One of the hardest things to adjust to as a sales representative is when someone moves your cheese (and I know!).   Let me back up a little here. At a recent prospect meeting, a VP of Sales stopped me in the middle of a presentation and said, “Your company helps sales leaders move salespeople’s...
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With more than 200 sales technology companies that have come to life in the past 15 years alone, it’s no wonder that TinderBox COO David Kerr says companies of all sizes are struggling with application overload. “I think all of us suffer from this app fatigue,” he said. “Most of us probably have 5 or...
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Every role in sales is a different job. Yes, seems obvious. The end goal – bring in revenue – is the same. But the difference between the key performance indicators (KPIs) for sales, sales development and account management teams is distinctive. And you need to have different key performance indicators (KPIs) for each of those...
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