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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.
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...
Bad Voicemails – Installment 13
We thought we' d switch it up for this installment of bad voicemails and go with a bad email. Specifically, we will share a laughably bad phishing email. I know I'm pretty...
Do you feel guilty?
Business owners will never admit it, but many of them feel guilty for undermanaging the sales department. They simply have too many other responsibilities tugging at them every...
When was your last Sales Ops Physical?
If you’re like most small business CEOs who have proudly crossed over to profitability, you’re now probably focused on that dynamic product, solution or tool that will take you to your next revenue goal!
Bad Voicemails – Email Edition
We are receiving many more bad emails than bad voicemails these days so we thought it was appropriate to expand our popular blog series to include Bad Emails. Below you will find...
Everyone is in the Education Marketing Business
Ask yourself, "What does a salesperson do?" Do they "sell?" No way. The prospect won't allow someone to subject them to a pure sales call. Prospects want to be educated, not...
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