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Managing sales professionally within any business requires a great deal of focus and effort. You need to define pricing, set quotas, establish activity goals and build momentum, all while ensuring that customers and prospects receive timely support and follow-up from...
Throughout his ministry, Jesus recognized the importance of building lasting relationships. Lasting relationships are those that stand the test of time, and which create a deep sense of personal commitment on the part of both participants. Developing lasting...
What is customer loyalty? How do you generate and maintain it? And – for a sales professional, why is it important to focus on customer loyalty when there are so many other pressing priorities to address in the process of closing sales? Let’s first define what...
Traditionally, sales has been primarily viewed as an ‘individual sport’ where each sales person uses the force of his or her personality and drive, like a lone wolf, to hunt, chase and ‘take down’ business. More and more organizations are recognizing that the best...
Leadership: It has become such a commonplace concept that we all generally agree about its importance. Having problems with your business? Perhaps it’s due to an absence of leadership. Struggling in your marriage or family life? Maybe you need to rethink your...
Have you ever noticed that articles, books and guides about sales management tend to dramatically outnumber those about sales leadership? Why is that, and what does it mean about the current state of the sales profession? In the business world, we tend to associate...
