Category Archives: Sales Leadership

How Well Does Your Sales Team Know the Marketplace?

By Jose Palomino Most sales teams have a reasonably good grasp of their competition. They’re able to rattle off the key differences between solutions and explain why their product is the best. But top-performing sales teams take their knowledge further: … Continue reading

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Do You Have a Negative Mindset about Inside Sales?

By Anneke Seley and Britton Manasco It’s been almost eight years since the publication of Sales 2.0 and the first Sales 2.0 Conference. Back then, we – along with Selling Power and the first sales productivity software developers – were … Continue reading

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How to Increase Sales Productivity During Off-Peak Seasons

By Shayla Price Every sector has peaks and valleys. It’s just a given. So, how can sales leaders keep sales productivity high throughout the year? How your business handles the off-peak seasons will determine if you miss or exceed your … Continue reading

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Does Your Sales Compensation Plan Really Motivate the Team?

By Mark Donnolo Several years ago, I spent the day with Tony from Philly, riding along on his sales calls to various warehouses. I learned several things: In certain warehouses in Philly, managers keep revolvers behind their desks. In plain … Continue reading

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Imagineering: How to Turn Your Dreams of Sales Success into Reality

By Michael Michalko Walt Disney was a high school dropout who was fired from his first job on a newspaper because he lacked imagination. Over the next few years, he suffered several business disasters and bankruptcy. But he overcame his … Continue reading

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How to Get Better Results from Your Sales Compensation Plan

By Mark Donnolo Every December at one high-tech company in Dallas, the sales offices are a ghost town. No hustle and bustle, no sales calls, no people. The last two weeks of the year routinely slide into one long holiday. … Continue reading

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When It Comes to Forecasting, Sales Managers Should Be Afraid of Commitment

By Donal Daly The “commit theory” of sales forecasting – in which salespeople commit that their deals are on track to close – is in need of improvement. The “commit paradigm” rarely delivers the expected results. One of the issues … Continue reading

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Seven Vital Questions You Need to Ask Your Reps Prior to Their Sales Calls

By Barrett Riddleberger A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. How should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking … Continue reading

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Are You Building Relationships with Those Who Hold the Purse Strings?

By Sharon Gillenwater A sale here. A sale there. Yep, that’s that seemingly impenetrable account you just can’t seem to grow. All salespeople have them. What’s the barrier? Well, it could be that the bigger deals elude you because you’re … Continue reading

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Using the Power of Attitude to Transform Sales Performance

By Scott Roy and Dr. Roy Whitten Mental attitude is critical to sales performance, yet we have found that most training programs barely scrape the surface of the subject. In today’s increasingly competitive business environment, training professionals are often tempted … Continue reading

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