If you’re a modern sales team, you’re diverse. We know. Your salespeople are diverse in age, sex and ethnicity. But did you know that your choice to be diverse may actually impact your bottom line? In fact, researchers and businesses have learned that diversity has a tangible business impact. Here’s how: How Diversity Affects Sales...Read More
When companies start to focus on the right sales KPIs, they see a huge uptick in pipeline creation and sales productivity. How do I know? Because metrics-driven sales organizations know where they are going and what to look at to make sure they effectively reach their goals. They hone in on 3-7 mission-critical gauges and intently focus...Read More
With two quarters down and halftime over, it’s time to finish the game. But sales reps may start to feel burned out as the end of the year approaches. It’s obviously important to avoid that, and sales incentives can help. Out of fresh ideas? We have seven that are perfect for the last half of...Read More
Jeffrey Fox’s “How to Become a Rainmaker” is a legendary guide surrounding Fox’s rules for “getting and keeping customers and clients.” For anyone who hasn’t immersed themselves in Fox’s approach to becoming a sales leader, this is a must read. Despite the many changes sales has seen since the book was written in 2000, it’s...Read More
Picture your average college basketball player. He’s in the gym doing extra work, and while his intent is great, the maximum effort just isn’t there. A few minutes later his head coach strolls in. The player begins to work a little harder, focus a little more and increase his overall efforts. He wants to impress...Read More
A sales person is social by nature. It’s their job to be good at developing relationships. But today being a social seller is more intricate than simply being able to hold good conversation. Social selling is about being connected. It’s about seeing things from both a seller’s and a buyer’s perspective. It’s about your ability...Read More
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