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Archive for Leadership

Selling Scared — The Death of a Sales Person

The most destructive emotion a sales person can have is fear. Fear will kill a deal in two seconds.  Fear

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Hard Truths

I saw it plain as day.  The new head of sales for a start-up had just come back from a

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Why You Want to be a Teaching Organization Not a Sales Organization

Do you want to know where the biggest opportunity for sales growth is today? Are you looking for a new,

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Changing Your Sales Structure Could be All it Takes

How have you built your sales organization? How have you deployed your sales resources? What method have you used to

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The Most Important Sales Data Isn’t in Your CRM!

A client and I did something yesterday that I’ve always been a big fan of. We sat down with some

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Leadership Intimacy, Do You Have It?

Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally

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Umbrellas Don’t Make it Rain

Umbrellas don’t make it rain. Just because the sun is out, doesn’t mean it’s warm outside.  Just because America voted

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Sales Incentives Shouldn’t Be Used as Motivation to Close More Deals

It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. My

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An Ignored Metric

A while back I wrote about the “Forgotten Metric.” I talked about how so few companies measure forecasting accuracy and why

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4 Myths to Identifying “A” Players in an Interview and What You Should Really be Looking For.

Hiring “A” players is without  a doubt critical in building and maintaining successful sales teams. We all want the absolute best talent

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