Category Archives: Sales Leadership

100 Days to a Winning Sales Culture

By John Turner Picture yourself in one of the following scenarios. You may even recognize one or all of these situations from personal experience: You were just promoted to lead your company’s sales team. You have switched companies and are … Continue reading

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The Personality Of A Perfect Salesperson

By Logan Strain Your success in sales is a direct result of your daily habits. It’s simply a matter of taking the right action, at the right time, in the right order, over and over again. But your actions are … Continue reading

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New Year’s Resolution: A Winning Sales Script

By Karen Tang As we begin 2016, some are predicting the death of the cold call. However, with more than 75 percent of senior executives reporting taking a meeting after a cold call, I have to disagree. Cold calls can … Continue reading

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Secrets to Motivating and Recruiting Top Salespeople

By Karl Gustafson Sales professionals are inherently goal-oriented individuals. Achieving results and big wins drives most successful sales professionals. For most of us, that attitude started in the cradle. When I started my career in sales (around the time Ronald … Continue reading

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How to Manage Team Disagreement for Successful Outcomes

By Adrian Ballinger As a certified IFMGA/AMGA mountain guide and founder/CEO of Alpenglow Expeditions, I’ve led more than 100 international climbing expeditions on five continents, including six successful summits of Mt. Everest. Along the way, I’ve learned valuable lessons about leadership. A … Continue reading

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9 Things Sales Leaders Need to Know about Communication

All great sales leaders have big ideas. They also need the communication chops to convey those ideas to their team and gain buy-in for successful execution. Here are nine communication suggestions based on my 25 years of training and coaching sales leaders to greater levels of excellence. To hear more insight, join me at the Sales 2.0 Leadership Conference in Philadelphia on November 16th. Continue reading

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Are Your Beliefs About Success Holding You Back?

By Jim Marshall One of the biggest obstacles to success for any sales executive is the “negative self-talk” that often results from the day-to-day realities of the profession: prospecting for new clients and customers, dealing with stalls and objections, inability … Continue reading

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Why Are B2B Buyers Leaving Your Website?

By Dianna Huff Whenever I’m considering a new business purchase, my standard operating procedure is to research alternative products or solutions online. In fact, I take months to make a decision because I spend the time to evaluate how the … Continue reading

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Learn How to Validate Your Salespeople in Four Easy Steps

After 25 years of interviewing thousands of people, what has billionaire media mogul Oprah Winfrey learned about human nature? Everyone wants to be validated. Here’s how sales leaders can validate their salespeople for better performance and motivation. Continue reading

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Three Things That Will Boost Your Brainstorming Meeting with Reps

By Lisa Gschwandtner As a sales leader, you want to welcome new ideas and innovation. Unfortunately, during meetings, many leaders can’t see past what Douglas Stone and Sheila Heen, coauthors of  Thanks for the Feedback: The Science and Art of … Continue reading

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