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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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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By: Brad Seaman On: January 21, 2016 In: Lead Generation, Sales Process, Sales Training Tips Comments: 0

There is no shortage of available advice on how to network successfully. Most of it, however, tends to focus on tips for best presenting yourself and your product. Presentation is key, but it’s not exclusive. Equal time should be spent developing well-articulated goals for each connection before you shake...

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Ready to increase your sales? Of course, you are. Besides analyzing your marketing strategies, closing techniques, and training of your sales reps, you could get significant gains by putting your presales capabilities under a microscope, according to the Harvard Business Review. In studying companies internationally, HBR came to this...

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By: Brad Seaman On: December 01, 2015 In: Lead Generation, Sales Performance Trends Comments: 0

Ever since Jim Collins released the bestseller Good to Great nearly 15 years ago, managers have been borrowing his analogy about “getting the right people on the bus” — to achieve the results that can make a business stellar. Of course, even as Collins further explained in his book,...

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By: Brad Seaman On: November 26, 2015 In: Sales Process Comments: 0

As the old saying goes, time is money. In sales, that means making the most of the 9-, 10- 0r 11-hour workdays your team is putting in every day to hit sales quotas. Rather than putting in an extra hour or two, top-performing teams are investing in strategies to...

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By: Brad Seaman On: November 24, 2015 In: Sales Performance Trends Comments: 0

Now that 2016 is drawing near for its turn, salespeople can expect yet another set of challenges — whether they’re simply looking at new sales goals set by management or significant changes within the industry as a result of technology, economics or other external factors. If 2015 is any...

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