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I like to view the sales team as a squadron of highly talented fighter pilots. The Mission: Acquire enough new pieces of business or new accounts to exceed Sales Goals! This is accomplished by executing a new business development attack against a strategically-selected, defined, focused and finite Read More
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Some new tools and new ideas can revolutionize your sales efforts. However, much of what you need to do to succeed in sales is simple, routine maintenance. Read More
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We're constantly busy--each of us tends to fall into a routine. We start doing the same thing, every day, every week, every month........ Then something happens, we start failing to produce results, we adjust. Usually this means doing more of the same--only with greater intensity, perhaps faster Read More
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In our Future Selling Institute Office Hours last Friday, my friend, Jonathan Farrington, made a comment in a discussion about coaching. He said, as managers, if our people fail, we have failed as managers. It's an important statement that deserves much more in the way of discussion. Read More
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Do you want to see a way to increase the likelihood that you will have someone contact you from your website? Read More
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Quality and result of sales training will become a tangible differentiator for organizations looking to attract the right talent. But reps also need to invest in themselves to qualify for choice sales positions. Read More
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Have They Broken The Code?

Avatar Posted by tyoungbl under Sales
From http://bit.ly 4962 days ago
Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around 18%. Read More
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Most of the time when we think about qualifying sales opportunities, we focus on the customer situation.  We consider: Do they have a real need to buy, is Read More
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The sales manager on your company’s organization chart isn’t your real sales manager. You are the person who is ultimately responsible for producing your results. Read More
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I was reading Rebel Brown's great post:  Accentuate The Positive.  It focuses on positive messages and approaches in sales and marketing.  She raised an Read More
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