Sales managers want to “fix” or fire underperforming salespeople. Neither approach is the right first step to improving your team’s performance.
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Is Their Problem Really Your Problem? (A Note to the Sales Manager)
Posted by
iannarino under Sales
From http://thesalesblog.com 5158 days ago
Made Hot by: ofirafromjobshuk on October 14, 2010 1:54 pm
Does Your Dream Client Want a Presentation? Really?
Posted by
iannarino under Sales
From http://thesalesblog.com 5159 days ago
Made Hot by: saraib820 on October 14, 2010 11:10 am
Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation.
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Sales Confusion – Sales eXchange – 66 - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5157 days ago
Made Hot by: Cathode Ray Dude on October 14, 2010 6:01 am
With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not.
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Sales Forecasting Accuracy: Two Questions You Must Answer
Posted by
iannarino under Sales
From http://thesalesblog.com 5156 days ago
Made Hot by: Cathode Ray Dude on October 13, 2010 4:21 pm
Salespeople and sale organizations are notoriously bad at forecasting. Two questions will make sure you are where you think you are.
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“Presentation” – Why I Hate That Word!
Posted by
mikeweinberg under Sales
From http://newsalescoach.com 5156 days ago
Made Hot by: Cathode Ray Dude on October 13, 2010 5:09 am
It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure
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The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5163 days ago
Made Hot by: ofirafromjobshuk on October 10, 2010 6:10 pm
First impressions go a long way, especially when engaging with new prospects. IntroMojo is a new tool that gives you a complete view of the prospect making for a better first and lasting impression.
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Execute – Review – Evolve - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5162 days ago
Made Hot by: ofirafromjobshuk on October 10, 2010 6:10 pm
In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful.
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Rigid Discipline to Principles, Flexible In Achieving Outcomes
Posted by
iannarino under Sales
From http://thesalesblog.com 5161 days ago
Made Hot by: ofirafromjobshuk on October 10, 2010 6:10 pm
Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art.
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Winning Before the Contest
Posted by
iannarino under Sales
From http://thesalesblog.com 5163 days ago
Made Hot by: BusinessBloggerPro on October 7, 2010 2:48 pm
The best salesperson isn’t one who wins a contest. The best salesperson is the one who wins by creating a situation where they win without a contest.
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Spontaneous Discipline – Sales eXchange – 65 - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5164 days ago
Made Hot by: BIZvoter on October 5, 2010 3:45 pm
In sales, process, planning and skill are absolute necessities. But yo need talent to kick in when those things are challenged and winning come down to drawing on experience and spontaneity.
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