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Sellers: Win By Getting to "No"

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In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy. B2B sales strategy

What Makes a Sales Manager Awesome or Awful?

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Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

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Three Ways to Build Your Brand as a Leader

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Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader.

3 Ways to Immediately Increase The Right Sales Activity

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Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut. Sales Skills Sales Productivity sales strategy

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Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

Should Women in B2B Sales Sound Overly-Friendly to Succeed

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Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions.

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3 Top Sales Tips That Will Help Keep Your Sales Focus

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Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement. Sales Tips B2

The Most Productive Sales Pros

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Getting organized AND keeping organized as a professional seller can be difficult. Sales Tips B2B Sales Productivity sales strategy

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5 Ways - Don't Leave Money on the Table in Sales

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There is a lot to keep track of, plan around, organize, decide on, and execute in sales. When you work in a reactionary way, without a plan, things get forgotten. B2B sales strategy

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The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Make Your Sales Team Reflect Your Buyers and Grow Revenues

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The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here. B2B women in sales sales strategy

Top 30 Social Sales Influencers

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Almost three years ago, I was named to a list of Top Social Sales Influencers – I came in at #12 on the list which had been researched by an influencer marketing agency for an up and coming sales tech tool company, KiteDesk. Sales Skills social selling B2B

Who Had the Greatest Impact on My Year? Amy and Michael Port, That’s Who!

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My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons.

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Review of The Only Sales Guide You’ll Ever Need by Anthony Iannarino

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Anthony Iannarino is a very disciplined guy. For five years he woke up at 5AM every day (maybe 7AM on weekends) and wrote, which is why he has such a large body of work on his blog, The Sales Blog. I am quick to recommend it to sales reps and leaders who want to learn and grow.

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3 Things I Learned at CEB Sales and Marketing Summit

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I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

SaaS Sales Reps Are Bad At Explaining

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When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

Salespeople are AWESOME

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Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something.

Importance of 1st Impressions from Sales Leadership Training Companies

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I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him. B2B sales leadership

Sales Productivity Focus

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Improving sales efficiencies and effectiveness is a top, recurring issue as researched by organizations like CEB and the AA-ISP. I participated in two podcasts about this recently with CEB you can listen to here. In this new year, how will YOU lead a team to better productivity? If you just lead yourself, and not a team, how will you have your most productive sales year ever? B2B Sales Productivity

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

We Lead with Sales Leadership

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The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget.

4 Ways to Reduce Seller Burden and Grow Sales

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At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success. B2B sales strategy

The Best Way to Get a Prospect to Reply to Your Email

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People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go?

Sales Leaders Love Your Sales Reps

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I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Woman Shaves Head for Client Fundraiser

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Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

The Power of Connecting Others in Sales

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Best selling author, journalist, and speaker Malcolm Gladwell wrote a book in 2000 called The Tipping Point. It is a great read for anyone in business, and one of the things it covers is different archetypes of people, including mavens and connectors. B2B sales strategy

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The Competencies You Need to Lead Your Sales Team

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To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware. B2B sales leadership

Why Front Line Sales Managers Need to Coach Their Reps More

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The short answer if you are in a hurry to read this is: B2B sales leadership

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Sales Prospecting in Beast Mode

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As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode.

In Sales Push Your Comfort Zone

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Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success. B2B sales leadership sales strategy

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Baseball Loss and Sales Rejection

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Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park.

Alone We Are One Drop Together We Are An Ocean

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There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events. B2B sales strategy

5 Ingredients To Win In Sales

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To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product.

Top Sales Lessons from #Rainmaker16

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What an amazing two days in Atlanta for Rainmaker16. This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. Sales Tips B2B

Sales Competencies Top Professionals Need

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What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Can sales people be built or are we born to sell? These questions fuel many discussions in board rooms around the world. It is a universal challenge to find the top sellers for your company’s sales team. But how to go about it? sales leadership

Modern Sales Is Complex – Jill Konrath, Brent Adamson, Nick Toman

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Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her customers with three true sales experts: B2B sales strategy complex sales

Gary Vee Suggested You Do This One Thing to Build Customer Relationships

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Sales Tips B2B B2B Sales

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