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

SO WHAT?  Making The Shift When it’s Your Turn to Talk

In most cases, much of the transformation from transactional to consultative selling is about making the leap from “telling” to “asking.” It’s also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy (telling) to inquiry (asking) is a difficult one. 

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Categories: Sales Leader, Sales/Business Development, Sales Enablement

Selling to Millennials: The Importance of Authenticity

When we read about millennials in the workplace, adjectives like young, tech-savvy and entitled typically appear. Some researchers have gone so far as to call us (I am a millennial) Generation Me.

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Categories: Sales Leader, Sales Enablement, millennials

The 2016 Presidential Election: Lessons in Selling

While roughly half the people in this country are unhappy about the outcome of the election, few on either side are sad to see election season end. The experience challenged our political system in new ways and accentuated rifts in an electorate that was already deeply divided.

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Categories: Sales Leader, Sales Training, Sales Enablement

Making Sure Your Saws are Sharp

When making a list of all of the assets you own or control, do you list yourself among them? Truth be told, you are the most important asset, and the most vital investment you can ever make is in yourself.

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Categories: Sales Leader, Sales Enablement, Sharpen the Saw, Habit 7, franklin covey

Great Sales Performers Are Made Not Born

IMahan Khalsa discusses how great sales performers are made not born in this ebook.The process to make them known and practical has huge rewards for all involved. All it takes is focus, discpline, and execution of these four steps: 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, Sales Enablement, sales performers

The 7 Habits for Sales Leaders: Synergize

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 6: Synergize. 

This is the sixth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement, synergy

The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 5: Seek First to Understand, Then to Be Understood. 

This is the fifth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

The 7 Habits for Sales Leaders: Think Win-Win

 


In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 4: Think Win-Win. 

This is the fourth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement