Category Archives: Great Leaders

Lessons in Determination: Remembering Muriel Siebert

This week we mark the anniversary of the death of financial-industry pioneer Muriel Siebert with this history of her perseverance in the face of rejection and adversity. — Selling Power Editors Muriel Siebert established her legacy as a trailblazer when … 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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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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Love and Leadership: Celebrating the Great Nelson Mandela

"If people can learn to hate, they can be taught to love." – #NelsonMandela, RIP & may your words live on… pic.twitter.com/4UiAsZ6imu — Katie Couric (@katiecouric) December 5, 2013 People around the world paused to commemorate the incredible life of … Continue reading

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How to Retain and Motivate Sales Reps: Money versus Happiness

All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading

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Why Love (Not Money) Makes Great Leaders: Insight from Dr. Herb Greenberg

According to Dr. Herb Greenberg, founder of Caliper Corporation, great leaders are not motivated by money. This is just one of the conclusions Dr. Greenberg drew from his extensive research on the qualities and characteristics that make great leaders, which … Continue reading

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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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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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Why Sales Success Starts with Credibility

There are four very basic sales management questions that a great front line or senior sales leader should be able to answer “yes” to:
1) Do your people trust you?
2) Do they have clarity on overall strategy?
3) Do you make yourself available to them?
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