Category Archives: Sales Leaders

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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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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A Dream to Run the Perfect Company (The L.L. Bean Story)

L.L. Bean was born in 1912, when Leon L. Bean (who was orphaned at age 12 and left school after completing the eighth grade) designed his own boot with a leather upper and rubber bottom. According to company legend, the … 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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Warren Buffet Meets Anne Mulcahy

What Warren Buffet said to Anne Mulcahy when she first started at Xerox. Continue reading

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Maximizing Sales Effectiveness: Five Key Factors that Drive Success

Ask sales leaders what they want as a result of a sales training program and most will say increased sales. But sales training can’t directly increase sales; it can only change behaviors. 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Sales Leaders, Ditch Your Outdated Ideas about Hiring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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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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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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