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Sales Management

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3 Secrets To Software Sales Leads: Starting With Science

3 Secrets To Software Sales Leads: Starting With Science
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Why You Need to Do More Than Name + Define Your Sales Pipeline Stages

Why You Need to Do More Than Name + Define Your Sales Pipeline Stages

Sales Management

The state of the sales pipeline reflects the health of any sales process – and in anything other than the simplest of sales transactions, that process goes through multiple stages.... read more

Lessons on How Not to Sell

Lessons on How Not to Sell

Sales Management

The introduction began on the right footing. An agreement was made to be a guest on the radio show. The station boasted having many thousands of listeners and that people... read more

“I Can Save You More Than You Are Currently Spending” And Other Stupid Sales Ploys

“I Can Save You More Than You Are Currently Spending” And Other Stupid Sales Ploys

Sales Management

We’ve all gotten the call, the phone rings, it’s a sales person. Somewhere in the first 5 sentences of his pitch, he says, “I can save you more than you... read more

Are You STILL Tracking Sales in a Spreadsheet?

Are You STILL Tracking Sales in a Spreadsheet?

Sales Management

Does your business effectively manage customer lists and business opportunities? While most businesses today use CRM software to manage customer lists and pipelines, there are a number of companies that... read more

3 Traits to Inspect in a New Hire Interview for Inside Sales Success

3 Traits to Inspect in a New Hire Interview for Inside Sales Success

Sales Management

As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and... read more

Sales Fundamentals – Remember Fundamental and Simple Are Not Synonymous

Sales Fundamentals – Remember Fundamental and Simple Are Not Synonymous

Sales Management

There are sales fundamentals required for winning in today’s highly competitive market, ranging from basic lessons like: “Do what you say you are going to do” and “If you don’t,... read more

5 Ways To Get Your Sales Team To Actually Use Your CRM

5 Ways To Get Your Sales Team To Actually Use Your CRM

Sales Management

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If you’ve got a sales team that you’ve tried to get to use Customer Relationship Management software, you can probably attest to the fact that it’s often a difficult chore.... read more

New Hire Sales Training – An Investment Worth Making

New Hire Sales Training – An Investment Worth Making

Sales Management

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious... read more

Two Sales Coaching Strategies to Boost Sales Performance

Two Sales Coaching Strategies to Boost Sales Performance

Sales Management

Recently I conducted a webinar for a large company whose sales managers had completed our Sales Coaching & Leadership Workshop a few months earlier. I started by asking them, “What is the... read more