Category Archives: Leadership

Three Action Steps to Avoid Lackluster Sales Quarters

By David Hubbard  When revenue starts to go off plan, your gut reaction as chief sales officer or vice president of sales is probably to ratchet up the activity level of the sales force. You know the drill: institute aggressive … Continue reading

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4 Habits Leaders Should Lose in 2015

We tend to start the year with the best of intentions and high hopes. But sometimes our bad habits are hard to shake. This year, think about saying goodbye to these four simple obstacles that often impede success for sales … Continue reading

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10 Signs You’re a Great Sales Manager

  If you agree with these statements, you’re performing exceptionally well in all your roles as manager. If you come up short, it might be time for a management course or a conversation with your own manager to determine how … Continue reading

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The Psychology of Making Good Decisions

In his best-selling book, Predictably Irrational, MIT professor of behavioral economics Dan Ariely observed that resisting temptation is a universal human goal, but our failure to self-regulate is the source of much unhappiness. “When I look around, I see people trying … Continue reading

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How Leaders Inspire Teams to Take Action

To get better results from your sales meetings, study how great speakers inspire others to take action. Great leaders and great speakers all have carefully planned conclusions to speeches that inspire others to act. Think of President John F. Kennedy’s … Continue reading

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Sales Leaders, Keep Your Millennials Happy and Hungry

By Josiane Feigon  Unless otherwise noted, statistics and trends cited within are taken from “MTV Studies Millennials In The Workplace: Uses It To Transform Its Own, Maybe Even Yours.” Millennials are rocking the sales world big time. We love their … Continue reading

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How to Move Up in Your Organization: 4 Tips from Legendary Leaders

If you’re interested in moving up to a higher position in your organization, prove you can think strategically — beyond quota — toward the good of the company as a whole. Use these tips to get started. Find effective strategies. Vision is … Continue reading

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Why Great Leaders Seem Crazy

All great leaders share a vision for success. Sometimes, that vision can be so new, radical, or unique that others call them crazy. Steve Jobs famously made Apple’s slogan “Think Different,” in the late 1990s. As the television commercial said, … Continue reading

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How the Best Execs Get to the Top: Q&A with Joe Nocera

They make friends. They hire smart. They take the hits. For New York Times business columnist Joe Nocera, who has written about the Buffetts, Eisners, and Trumps of the business world for more than 25 years, a few leadership qualities stand out. … Continue reading

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Your Brand Is Not Your Business Card: Empower a Winning Sales Culture

By Kevin Warren, president of strategic growth initiatives at Xerox. Meet him on March 10 at the Sales 2.0 Conference in Philadelphia, where he will share more insight about sales-leadership success and personal brands. Jay-Z is one of my favorite performers, and he knows … Continue reading

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