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The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don't show up on your income statement but drain...
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few...
Why Small Businesses Remain Small: The Role of Initiatives
Even though small businesses aspire to grow, many remain modest in size despite these ambitions. While numerous factors contribute to a company's size, one key reason small...
Are your salespeople stupid?
https://youtu.be/PB95WE6N5U8
Bad Voicemails – Installment 9
Oh, your CEO wanted you to call, that is certainly a reason for me to call back, right? Listen to the latest installment of our "Bad Voicemails" series.
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems...
Elevating Your Sales Strategy Through Better Processes
In the competitive arena of modern sales, excellence is not just closing deals but also coaching sales reps to ensure constant improvement and leveraging automation to drive...
Before you hire new sales people, coach up?
by Chris Anderson As a small to medium-sized business leader, you may be faced with the question of whether to invest in sales coaching for your existing team or to hire new...
It’s Not All About the Superstar
Nick Foles is a Super Bowl-winning quarterback. Let me remind you, this is the same Nick Foles who has been let go from all his other teams in the NFL. In the past, no one had...
Bad Voicemails – Installment 10
Not all bad messaging is via voicemail. In this installment, we offer up another example of pointless sales activity via email. Evidently the target market for this email is...
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