Tag Archives: sales success

Insight for More Excellent Sales Management in 2013

Posted on Sat, November 17, 2012 by Lisa

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … Continue reading →

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Sales Leaders, Ditch Your Outdated Ideas about Hiring

Posted on Tue, May 22, 2012 by Sales Leadership Blog

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 →

Posted in: sales, sales experience, sales leader, sales leaders, sales leadership, sales management, selling | Tags: , , , , , , , | Comments Off

Timeless Sales Messaging Tips to Win Today’s Customers

Posted on Thu, February 23, 2012 by Sales Leadership Blog

What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading →

Posted in: customers, Gerhard Gschwandtner, sales enablement, sales management, selling | Tags: , , , , , | Comments Off

Achieving Sales Success & New Business in a Shrinking Industry

Posted on Thu, February 2, 2012 by Sales Leadership Blog

In 1933 my grandparents, Armand and Virginia Govin, founded MarkMaster as a rubber-stamp manufacturing company in Tampa, Florida. While stamps are still a big business for us (we make upwards of 10,000 to 12,000 stamps a day), we’ve since evolved… Continue reading →

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Predictions and Priorities for Social Business in 2012 – Part I

Posted on Thu, January 19, 2012 by Sales Leadership Blog

My pet peeve about the annual predictions ritual is that they lack context for action. It’s nice to know that tablets and big data are important — but what should you do about it?
So here’s my attempt at not only forecasting but also to pro… Continue reading →

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Transitioning from Sales to Management

Posted on Wed, January 4, 2012 by Sales Leadership Blog

The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:

Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading →

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How to Succeed as a Sales Manager

Posted on Wed, December 21, 2011 by Sales Leadership Blog

As a sales manager and leader, are you measuring the right metrics for sales success?
At Vantage Point Performance, we recently wrote a book based on a groundbreaking research study we conducted about the metrics that leading sales forces are using to … Continue reading →

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Why Sales Success Starts with Credibility

Posted on Thu, November 10, 2011 by Sales Leadership Blog

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?
… Continue reading →

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3 Sales Management Challenges & How to Solve Them with Science

Posted on Wed, October 12, 2011 by Sales Leadership Blog

Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out.
First, behavioral assessments give sales managers insight into a salesperson’s nature and psy… Continue reading →

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What Does Successful Sales & Marketing Alignment Look Like? (Part II)

Posted on Sat, September 24, 2011 by Sales Leadership Blog

When I first got into marketing over a decade ago, the landscape was much different than it is today. Marketing and sales typically worked independently from one another; marketing managed things like trade shows and print collateral (wi… Continue reading →

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