Category Archives: Success

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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Three Things Your High-Performing Salespeople Do Differently

By Tony Yeung  Our clients often ask us to benchmark them against leading sales organizations. Unfortunately, we often find that concrete insight from the data is limited. The data may lack sufficient detail or is hard to collect. Even if … 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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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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