The Sales Hunter
JUNE 18, 2017
It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments. Want to know how to increase the likelihood of them KEEPING the appointment? Call them to confirm the appointment, and whether you reach them or their voicemail, be sure to remind them you will […].
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HeavyHitter Sales
JUNE 18, 2017
Highlights from This Steve W. Martin Sales Research Originally appeared in the Harvard Business Review. This is the first of a series articles on the Similarities/Differences between Salesmen and Saleswomen. Follow Steve W. Martin to receive future research articles. My recent research on the “ The Persona of Top Sales Professionals ” was based upon a study to determine the personal attributes, attitudes, and actions that influence sales productivity.
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Partners in Excellence
JUNE 18, 2017
Many people focus on coaching to their people’s strengths. The argument is that it’s far easier to get people to improve the things they are good at then to focus on reducing their weaknesses. To some degree, I get the argument, people are possibly more engaged because we are working at what they are good at and probably what they enjoy doing.
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