It may be hard to believe, but it’s been 80 years since Dale Carnegie originally published the bestselling book “How to Win Friends and Influence People.” For anyone in corporate America at the time — sales teams included, this gem was a must-read. Among other things, Carnegie’s book promised...

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You scored the big deal, the sale you’ve been going hard after for most of the year. Now what? Sure, go ahead and celebrate. But if you haven’t been keeping a healthy amount of attention to sales prospecting — going after opportunities to connect with other qualified prospects, you...

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It’s an unfortunate reality. When it comes to professionals who earn the lowest marks for honesty and ethical conduct, car salespeople continually drop to the bottom of the pile — next to Congressmen, according to a recent Gallup poll. While car salespeople were singled out in the study, a...

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By: Brad Seaman On: February 02, 2016 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s not surprising. As with most industries, the sales industry has changed significantly over the past few years — requiring managers to take a hard look at what it takes to be successful in today’s digitally-driven business environment. Harvard Business Review pointed to this shift a couple of years...

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Chances are you’ve heard it before: Way too much of your sales reps time is devoted — or should we say consumed — by tasks that have absolutely nothing to do with actually engaging with prospects so that they’re getting closer to closing deals. On average, according to the...

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It’s been ages since author John Malloy penned the bestselling book “Dress for Success.” It was back in the ’70s, in fact. With businesses — from tech companies to major corporations — instituting everything from casual Fridays to casual dress codes for every single day of the week, the...

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It’s no secret that it’s a constant tug of war between sales and marketing on who owns teleprospecting. Who owns what part of the sales journey? What constitutes a qualified lead? What is the logical progression of a lead-turned-buyer? These are questions that both teams are asking and not...

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By: Brad Seaman On: January 07, 2016 In: Sales Performance Trends, Sales Process Comments: 0

Don’t abandon the phone just yet. Apparently, trends are indicating that the shift from field sales to inside sales isn’t letting up in numerous industries. In fact, it could have your sales team reaching for the phone and other virtual tools at an increasing rate. And it looks like...

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When it comes to providing resources for our employees, U.S. companies don’t skimp when it comes to training their sales staff. They’re spending a whopping $20 billion a year on sales training, according to the American Society for Training and Development. But another report reveals that these companies are...

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By: Brad Seaman On: December 10, 2015 In: Sales Performance, Sales Performance Trends, Sales Process Comments: 0

It’s simple mathematics. If your sales reps can accomplish more in less time, you’ve significantly increased their potential to hit or exceed their sales goals. With advances in technology, it’s becoming increasingly possible to make that a reality. With sales enablement tools gaining popularity as one of the ways...

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