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Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Put another way, sales professionals exist precisely to guide, choreograph and execute...
One of the challenges with communication is that, most of the time, it’s something we do unconsciously. In fact, our brains work so fast that we often don’t even realize all of the commands that it is sending out on our behalf. In that sense, it’s like breathing – you...
The field of professional sales is undergoing radical change. The internet has turned the tables on salespeople, who were the traditional gatekeepers of information the customer needed in order to make an informed decision. For example, if you needed to learn how to...
One of the things that makes sales a unique profession is the clear and unambiguous focus on quantitative results. A sales quota not only establishes a demanding benchmark for results, but it also defines a tight timeline for achieving those results. When you carry a...
Customer service. Sales. These are often two separate worlds that, in many companies, are designed to co-exist but not connect. The idea is simple: Sales focuses on attracting and closing business with new customers, while customer service focuses on supporting and...
What does it mean to be a visionary leader? And what does it take to become one? We tend to recognize people who exhibit leadership qualities as those who are ‘out in front’ — the individuals who make decisions and declare directions that others follow. Visionary...
