Category Archives: Leadership

Five Scientifically-Proven Ways to Improve Your Sales Presentation

By Peter Arvai When you are a sales professional, presentations are a part of your daily routine – and the fate of your business often rests on them. Whether delivering an internal presentation to your team or pitching the business … Continue reading

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Five Things Sales Leaders Do to Create High-Performing Teams

By Julie Thomas According to the Social Security Administration, more than 10,000 Baby Boomers will be eligible for retirement every day for the next 13 years. At the same time, the Wall Street Journal reports, “…young workers are uninterested in … Continue reading

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How to Lead by Listening

By Selling Power Editors Have you ever heard the saying that humans “listen half, understand a quarter, think zero, and react double”? In his book, Becoming Your Best: The 12 Principles of Highly Successful Leaders, Steven R. Shallenberger cites this … Continue reading

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5 Things Sales Leaders Should Never Say

How do you convey negative news without being negative? Try these 5 tips from Sir Richard Branson. Continue reading

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How to Build a Great Relationship with a New Boss

Working with a new boss can be a tense experience. In his book, The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarter, Michael D. Watkins outlines a comprehensive program for executives taking on a new role … Continue reading

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3 Things You Need to Be a Predictive Sales Organization

Do you look into your revenue future and see uncertainty? If so, that might be because you’re still looking at backward-focused data rather than making predictions based on future-focused insight. Business Intelligence vs. Predictive Analytics As early as 2013, experts … Continue reading

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How To View Failure and Roadblocks in a Positive Light

Great leaders don’t fail less than the rest of us. The truth is, they fail frequently, but successful leaders learn to see failure in a positive light. According to Patti Johnson, author of Make Waves: Be the One to Start … Continue reading

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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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