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How to Improve Your Sales Team’s RFP Close Rate
What’s your sales team’s current RFP close rate? Whether or not it’s as high as you’d like, you may be surprised to hear that Ganesh Shankar of RFPIO states that “the common win rate for RFPs is less...
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4 Reasons a Diverse Sales Team Will Boost Revenue [Video]
Diversity in the workplace has been an issue since the civil war. Fast forward to 2017 and a lack of diversity in the workplace remains an issue. In fact, a recent survey by Career Builder found that...
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30 Game-Changing Statistics To Improve Your Cold Calling
The debate continues between sales experts who advocate that cold calling is “dead” and those who see it as “alive”. Truth is, the traditional tactic of cold calling is very much alive and is an...
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10 Ways to Motivate Your Sales Team to Crush Their Numbers [Infographic]
In the hypercompetitive industry of sales, a motivated sales force can mean the difference between hitting targets and missing them by a mile. In fact, a recent Gallup study found that an unmotivated...
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What I Wish I Knew Before Becoming a Sales Manager: 28 Expert Tips
When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I...
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9 Ways You May Be Killing Sales Team Morale [Infographic]
Sales teams that possess energy and confidence are successful. And, good sales leaders know how to keep morale high whether business is at a peak or in a slump. However, the majority of workers are...
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Responsibilities of a Sales Manager: The Ultimate Guide
Sales managers are the conductors of a company’s revenue engine. They create and nurture high performance sales teams, and lead them to generate hit revenue forecasts and meet customer needs. To...
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5 Ways Top Performing Salespeople Are Different From the Rest [Video]
Great salespeople do more than just consistently drive profitable revenue for their employers. They inspire confidence in customers and partners, increase brand trust, and contribute to a positive...
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Top 7 Characteristics Essential to Sales Success [Infographic]
Evidence of common attributes amongst top salespeople comes from many high profile studies. Spend some time with top sales talent and it will quickly become evident that they share common...
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5 Reasons Not to Promote Your Best Salespeople to the Management Team [Video]
In many companies, it’s typical to see the most successful salespeople be promoted to the management team. Who better to take on more responsibility in the sales organization than someone who...
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6 Reasons Your Sales Team Compensation Plan is Failing [Infographic]
Your sales team compensation plan has a significant impact on attracting top performing salespeople and maximizing their performance. Creating the ultimate sales compensation plan can mean the...
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Debunking 14 Common Sales Management Misconceptions
Sales management is quite possibly the most misunderstood role in business. Why? Sales managers play a unique role – they not only select, build, lead, coach, and manage front-line salespeople, but...
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How the Best Sales Reps Spend Their Free Time [Video]
Top performing salespeople conduct themselves differently. They are just as disciplined and committed to achieving their goals inside the office, as they are at home. While an average sales rep may...
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21 Reasons Why Your Best Sales Reps Are Leaving [Infographic]
Top performing sales reps are rare — making up only 10-15% of the sales industry workforce — and, they are highly sought after. In order to remain competitive, it is essential that companies implement...
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19 Simple Ways to Make Your Best Sales Reps Quit
If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave for another employer. I am not quite sure why anyone would want their top reps to...
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The Top 14 Sales Conferences to Attend in 2017
There’s a little more than one month left of 2016, and if you are a top performing salesperson, you are already strategizing how you are going to meet your aggressive goals for the coming year. Great...
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How to Solve the Challenges of Managing a Remote B2B Sales Team
Last year’s Global Leadership Summit predicted that more than half of all employees will work remotely by 2020. For companies used to having a centralized sales force, the move to a remote structure...
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5 Skills Only the Best Salespeople Possess [Infographic]
Recent research from Inc. demonstrates that only 20% of salespeople consistently exceed quota. This data further emphasizes the fact that top performing salespeople are rare. As a result, they are...
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Five Ways to Be a Team Player on Your Sales Team
Most people might not immediately associate the terms “team player” and “salesperson.” Salespeople are often stereotyped as lone wolves who only look out for themselves. But that isn’t the case at all...
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Why Success in 2017 Depends on Your Sales Playbook
With 2017 on the horizon, top-line pressure will continue to play a pivotal role in determining what strategic resources are necessary in your corporate strategy and how they are deployed. One of the...
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