Sales and Sales Management
Do You Have a Passion for Sales?
An attorney says to his colleague, “When I was in law school, nobody told me I’d have to do business development.” A financial planner laments, “What I really want to do is advise people on how to get the most out of their money… what I have to do ...
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Heads Up If You Care About Sales Results
Years ago, Theresa and I wrote a book called Wake Up and Sell based on our work with salespeople and our work with the Enneagram. I really love sales and salespeople—what a noble profession that requires great self-awareness if you want to be the crème de la crème! Early ...
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Economic Eyes Wide Open
Rumble. Rumble. Rumble. Are you tuned in? Most of us are hearing and talking about it. There are certainly conversations happening and important questions being posed. There are signs and economic indicators that we may be heading towards a recession. We’ve heard opinions that the economy may stay flat, ...
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Driving Growth in 2019: A Roadmap for the Year Ahead
Top executives are bullish on 2019, but don’t know why An excerpt from AXIOS. Top executives say American companies will continue to grow in 2019, but expect the things that drive growth will slow, a new UBS survey of top corporate officers at 500 companies shows. What it ...
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Let’s Agree to Fail Faster
“Success and failure are both greatly overrated, but failure gives you a whole lot more to talk about.” —Hildegard Knef Most people agree there’s no simple, one-dimensional way to define “success” in business or life. Achieving success is even more mysterious to some than others. Is it a unique ...
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A business storm’s a’brewin. Is your business weatherproof?
Business has been good for many for a while now, and I love it. We’ve been enjoying good times. YAY! Even though we may be on the verge of a harsher business environment if the level of uncertainty continues to amp up, we are still optimistic since the seas appear manageable for ...
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Hope Is Not A Productive Strategy
Here’s some food for thought from Dave Kurlan about the real challenges with pipeline management—for the sales professionals and the sales leaders who read our blog. As I always say, “When it comes to sales, hope is not a productive strategy.” Let me know your thoughts on this as ...
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The Data Is In. Great Salespeople Have These Competencies
This recent article by Dave Kurlan, from Objective Management, supports our experience in working with and hiring GREAT sales people. For over 22 years, Mary Anne and I have used the Objective Management Sales and Sales Manager Evaluation tool because it is one of the toughest, most reliable and ...
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Gutsy and Great Sales Management
I’ve been thinking about what it takes to be a truly great sales manager and about the handful I’ve known over the years. The problem is – it’s just a handful. So how does that happen? Maybe a sales manager was once a phenom of a sales rep. Maybe ...
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