Author Archives: Sales Leadership Blog

Sales Leaders, Ditch Your Outdated Ideas about Hiring

A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading

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New Sales Conversations Helped Us Regain Our Competitive Edge

Often it’s difficult to realize and accept that changing your business approach could be beneficial or necessary – especially if your company is well-established and an industry leader.
Thanks to changing healthcare regulations and growing … Continue reading

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Managing Sales Team Talent: How to Help Reps at Any Level Sell More

Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
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Adapting to Today’s Customer: Q&A with Gerhard Gschwandtner

In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a&nbsp… Continue reading

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Timeless Sales Messaging Tips to Win Today’s Customers

What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading

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Achieving Sales Success & New Business in a Shrinking Industry

In 1933 my grandparents, Armand and Virginia Govin, founded MarkMaster as a rubber-stamp manufacturing company in Tampa, Florida. While stamps are still a big business for us (we make upwards of 10,000 to 12,000 stamps a day), we’ve since evolved… Continue reading

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Sales Leadership Advice for Aligning Marketing & Sales

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading

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Predictions and Priorities for Social Business in 2012 – Part I

My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it?
So here’s my attempt at not only forecasting but also to pro… Continue reading

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A Plan to Onboard New Sales Hires

It’s Monday morning and your newest salesperson is starting in an hour. What are you going to do? Show her the coffee machine and new desk and go about your business? Turn her away and ask her to come back another day?
Sometimes, it seems like it’s eas… Continue reading

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Transitioning from Sales to Management

The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:

Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading

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