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Leadership means different things to different people. To some, it evokes the vision of a strong-willed, type “A” personality who always gets his or her way. To others, the term suggests a great communicator, who presents, explains and educates others so that everyone...
Sales professionals often assume that they are ‘on their own’ when it comes to making new deals happen. While it is beneficial for sales professionals to recognize that achieving quota is ultimately their personal and professional responsibility, sales organizations...
What does it take to create a successful sales team, and how should you as a sales manager go about that process? This is particularly challenging considering that sales is a highly competitive, individualized profession in which salespeople are traditionally...
Professional selling has long been viewed as a ‘lone-wolf’ profession in which the most successful salespeople are those who ‘go it alone’ and never accept ‘no’ for an answer. Of course, a willingness to strike out and take risks, while making compelling arguments in...
When you are part of an organization whose message is universal and has the potential to provide a life-changing impact to everyone, it’s easy to assume that ‘focus’ is not a high priority. Since you’re “selling” something that everyone you come across could benefit...
For many small business owners, the single greatest challenge to achieving sales growth is prospecting. Prospecting is the first step in the sales process, and it focuses on identifying and reaching out (either through marketing activities or through sales efforts) to...
