By: Brad Seaman On: April 21, 2016 In: Sales Process, Sales Training, Sales Training Tips Comments: 0

With technology upending the B2B sales industry, it’s apparent that the one trait all sales reps need is the ability to adapt. Prospective customers have gone rogue for the most part — eliminating the need for a sales rep throughout the majority of the sales process. As a survey...

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Whether you adhere to Malcolm Gladwell’s highly touted 10,000-hour rule, believing it’s the key to gaining expertise in any particular area, pretty much everyone can agree that regularly practicing a series of good habits can eventually hand you the tools to be successful. While the 10,000 rule has recently...

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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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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: 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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By: Brad Seaman On: January 05, 2016 In: Sales Process, Sales Training Comments: 0

Whether you’re hiring new sales reps as part of an expansion or to replace a departing employee, time is of the essence. Every single day that you’re not getting a new employee up to speed, you’re losing dollars. According to a survey by DePaul University, you could stand to...

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By: Brad Seaman On: December 17, 2015 In: Sales Performance, Sales Process, Sales Training Tips Comments: 0

We’re all guilty of it: When we’ve spent any time doing something — whether a job or a task, we’re likely to fall into a rut. Suddenly, you’re relying on the same routine to get the job done. It’s no different in the sales field. However, with the digital...

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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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