Tag

sales

Leadership

Don’t argue in front of your customer!

We’ve all been there. You’re in a meeting with a prospect or customer and someone on your team says the wrong thing. You’re infuriated and your knee jerk reaction is to correct your teammate in front of the customer. Or…

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Career Advice

Your customer needs more than an email

It’s an old saying “people buy from people” but with our dependance on digital communication sometimes salespeople forget and rely too much on email and texting. It feels safer, you can plan and think out what you are going to…

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Career Advice

Why Stress is Good for Sales People

Published in the Huffington Post earlier today: With so much riding on closing the sale, making quota and generating revenue, sales reps are some of the most stressed out members of the workforce. Yet some stress may actually improve your…

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Career Advice

What sales needs to do

As my regular readers will have figured out by now, we hold a sales “kickoff” at the beginning of every quarter. It’s a pretty standard agenda: – how the last quarter went – good and bad – by rep– what…

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Career Advice

The art of closing a quarter

We’re closing our quarter today and – as I sit on a conference call waiting for the client to finish debating changes with their lawyer – I am musing on what it takes to get all the business closed. I…

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Leadership

How to review a sales team

Sales teams thrive on a balance of structure and freedom. Enough structure that they know what they have to work with and what’s expected of them, enough freedom that they can be creative, run their own territory and make money….

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