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VPs of Sales: Challenge Your Managers to Think Differently About Sales...
No one ever said that you had to be an Einstein to run sales, but his thoughts do apply: “Insanity is doing the same thing, over and over again, but expecting different results.” Yet many sales leaders...
View ArticleBecome a Better Leader: Tips from a Former Fighter Pilot
If you want to be a compelling leader, you need to inspire your team, challenge them, and tie their everyday activities to the larger vision for the company. In this video, former fighter pilot Waldo...
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5 Important Blog Posts for Sales Leaders
Busy week with your sales team? We thought so. Here are links to five great blog posts you might have missed in the past week, related to topics especially important to sales leaders (including...
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How Sales Leaders Can Avoid the Quarter-End Crunch
Image courtesy of FreeDigitalPhotos.net/DigitalArt. The end-of-quarter crunch. For most sales teams, I’d venture to say it’s 10% adrenaline-fueled excitement, and 90% utter torture. A quarter-end wish...
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Stop Hiring the Wrong Sales Reps
According to Peak Sales Recruiting, the cost of adding the wrong salesperson to your team can total nearly seven times the annual salary for the position. Yikes! How can sales leaders mitigate the...
View ArticleWhy Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg
According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the...
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A Ten-Point Sales Leadership List for 2013
by Gerhard Gschwandtner As we near the end of 2012, I’m certain about one thing: your success in sales will be dictated by how well you anticipate your buyer’s needs and expectations. Here’s a list of...
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Insight for More Excellent Sales Management in 2013
This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic....
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Attitude Determines Altitude: Selling Power Says Goodbye to Zig Ziglar
This week great motivator, author, and sales leader Zig Ziglar passed away at the age of 86. We searched our archives and republished some of our best articles featuring Ziglar’s insight and wisdom....
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How to Land a Meeting with Your Prospect
Many sales professionals believe that sales are made based on the strength of relationships with prospects and customers. In other words, it’s all about who you know. In the current selling...
View ArticleHow to Retain and Motivate Sales Reps: Money versus Happiness
All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what...
View ArticleExecutive Tweets: Richard Branson Goes Bananas
In this edition of Executive Tweets, Richard Branson goes bananas, Al Gore remembers his father’s advice for President Kennedy, and Gerhard Gschwandtner wants to help him help you. The key ingredient...
View ArticleLove and Leadership: Celebrating the Great Nelson Mandela
"If people can learn to hate, they can be taught to love." – #NelsonMandela, RIP & may your words live on… pic.twitter.com/4UiAsZ6imu — Katie Couric (@katiecouric) December 5, 2013 People around...
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Three Feedback Pitfalls to Avoid While Sales Coaching
When providing salespeople with feedback during sales coaching, it’s easy to fall into feedback pitfalls. If you are like most sales managers, you’re probably giving feedback to your team members the...
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Jump-Starting a Stalled Sales-Recruitment Program
By Sabrina Balmick Every sales-recruiting effort needs revving up now and again. For companies facing recruiting challenges, this means rethinking not only who they hire but how they hire. After all,...
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A Dream to Run the Perfect Company (The L.L. Bean Story)
L.L. Bean was born in 1912, when Leon L. Bean (who was orphaned at age 12 and left school after completing the eighth grade) designed his own boot with a leather upper and rubber bottom. According to...
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Your Brand Is Not Your Business Card: Empower a Winning Sales Culture
By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success...
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How the Best Execs Get to the Top: Q&A with Joe Nocera
They make friends. They hire smart. They take the hits. For New York Times business columnist Joe Nocera, who has written about the Buffetts, Eisners, and Trumps of the business world for more than 25...
View ArticleWhy Great Leaders Seem Crazy
All great leaders share a vision for success. Sometimes, that vision can be so new, radical, or unique that others call them crazy. Steve Jobs famously made Apple’s slogan “Think Different,” in the...
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Can Average Sales Performers Ever Be Rock Stars?
By Duncan Lennox Whenever I have conversations with senior executives or CEOs about driving sales performance, there’s a tendency to focus on the “rock stars,” that relatively small group of high...
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