Sales Performance Blog

Is Cold Calling Really Dead?

A sale isn’t something you pursue; it’s what happens to you while you are immersed in serving your customer.” —Anonymous

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Categories: Sales Enablement, Sales Tips, Sales Coaching

It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

Is quota an incentive or a disincentive?

If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to work harder and longer than they otherwise would. Clearly, we achieve more because of goals.

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Categories: Sales Training, Sales Enablement, Sales Tips, Sales Coaching

What Good Looks Like...From a Buyer's Perspective

It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle. To do this, we need to understand their thinking and requirements by asking meaningful questions and providing relevant insight throughout the buying experience.

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Categories: Sales Tips, Sales Coaching

Has Sales Leadership Become too Complex?

I would love your thoughts on something... What if sales leadership has become so complicated that no one person can accomplish all aspects of the role with excellence? Hiring, firing, interviewing, budgeting, selling, coaching, scheduling, expense reporting, dealing with client issues, training, counseling, and the list goes on and on. 

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Categories: Sales Leader, Sales Coaching

Compelled to Coach

Have you ever known a manager who, after every joint call or conversation, feels the need to offer you ‘coaching,’ always under the banner of YOUR self-improvement? It often begins with something like, “May I offer you some coaching?” or “Can I give you some feedback?” just minutes after a high-stakes presentation, emotionally-charged sales call or internal meeting gone awry. 

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Categories: Sales Coaching