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How We Use ‘The Pitch’ to Achieve Sales Success
I recently read a blog post by Gerhard Gschwandtner which posed the question: “Is ‘the pitch’ dead?” Ya know, the good old-fashioned elevator sales pitch — is it still relevant? It got me thinking...
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Where Do Great Front-Line Sales Managers Come From?
Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better sales results....
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What True Sales & Marketing Alignment Looks Like (Part I)
For many sales and marketing leaders, there is still work to be done when it comes to improving the relationship between their teams. Recently, my company, BigMachines, released a 2011 Benchmark Survey...
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3 Sales Management Challenges & How to Solve Them with Science
Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out. First, behavioral assessments give sales managers...
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Predictions and Priorities for Social Business in 2012 – Part I
My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it? So here’s my attempt...
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Sales Leadership Advice for Aligning Marketing & Sales
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at...
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New Sales Conversations Helped Us Regain Our Competitive Edge
Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader. Thanks to...
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Sales Leaders, Ditch Your Outdated Ideas about Hiring
A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates. The myths I’m talking about are based on the idea that certain characteristics or qualities can...
View ArticleWhy Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg
According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the...
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Your Brand Is Not Your Business Card: Empower a Winning Sales Culture
By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success...
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