Teamwork is one of those terms thrown around frequently in the business industry. We all know it’s important, but how much are we practicing it? And why should we? More successful outcomes should be a good reason for exploring teamwork, according to the Management Study Guide. Research, MSG experts...

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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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Congratulations! You made what seems like a million phone calls to get to this moment — a one-on-one meeting with a qualified sales prospect. Now is not the time to start sweating about the possibility of blowing it. Brush up on your people skills to make sure your first...

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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 08, 2015 In: Prospecting Enablement Comments: 0

Quick. Can you explain what your company does in just 2 minutes? 1 minute? 30 seconds? What about the other employees at your company? The marketing team? The sales team? If it’s been awhile since anyone on your team has tested your company’s elevator speech, take a few minutes...

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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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