Understanding your sales team and how they work is imperative to ensuring you provide them with what they need to succeed. Understanding the mind of a sales manager is even more important. Mindflash created this interesting infographic on the “Mysterious Mind of a Sales Manager”, where they graphically depict the...

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Getting employees to adapt to change always has been a challenge for team leaders and managers. As Harvard Business Review points out, it’s human nature to resist change — with reasons ranging from feelings of inadequacy and uncertainty to loss of control. However, in the sales industry, failure to...

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If you’ve been around in the B2B sales industry for 5 years  — or even just a couple — you already know how much the landscape has been changing. Sometimes, it seems new tools, strategies, and techniques are coming so fast they appear to be whizzing by in a...

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Although it obviously has six letters, “change” has a reputation of being a four-letter word in most workplaces. You mention changes to your team in a group huddle, more than likely you’ll see expressions ranging from trepidation to outright rejection. You mention changes to your team in a group...

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With the emergence of so many changes in technology and consumer behavior, the traditional sales model of cold calling surely must be dead. Right? Not necessarily. Approaching prospects at the right time in their buyer’s journey could provide you with an advantage over your competitors. Step one in this...

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Taking time to review and revise your sales strategy is always a good investment. Whether you do it at the beginning of the calendar year or fiscal, creating a quantified road map for achieving sales success will help to shorten the distance between you and your sales goals. As...

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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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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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