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How to Avoid Coaching Failure… More Lessons from the Soccer Field

Sales and Marketing Management

This is the equivalent of sales managers telling their salespeople that they “really need to make their quota.” But it’s the most classic of coaching errors and one that takes place every day in every sales force around the world: Asking for the outcome you want, rather than providing the insights that can actually affect the outcome.

Coaching 146
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The Top 35 Sales Podcasts for Sales Professionals

Zoominfo

In this podcast, we’ll discuss “Finding the Why in How Clients Buy” by using the latest studies in consumer behavior and neuromarketing to sell more effectively!”. 4. The Sales Hacker Podcast. Sales Hacker is the leading community for modern sales professionals, and this podcast is an extension of that.

Hiring 269
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Make the Two-Foot Drop

Braveheart Sales

Some years ago, I received sage advice from a dear friend and mentor to “make the two-foot drop” from the head to the gut. In truth, any casual study into human decision-making indicates that emotions and “gut instinct” drive our decisions to a large degree, even when we aren’t aware that they do. Let me pass that advice along to you.

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Talent, Training, and Tactics: Leveraging the 3 Ts of Successful Selling

EyesOnSales

As a sales manager, you have a million plates spinning. Harvard Business Review says the sales industry sees a pretty consistent turnover rate — up to 30 percent of sales employees annually — and it's due, in part, to subpar talent. Talent, Training, and Tactics: Leveraging the 3 Ts of Successful Selling.

Hiring 79
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Creating Your Own Sales Cinderella Story

Janek Performance Group

For sellers, it’s organizations and managers that enable salespeople with the tools, resources, and motivation to excel. Like drawing plays that free shooters, sales managers teach, encourage, and praise sellers for their activity and achievement. In a winning culture, managers reward hard work. Success isn’t an accident.

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Sales Tips: 5 Ways You'll MISS Your Number This Year

Customer Centric Selling

Sales Tips: 5 Ways You Could MISS Your Number This Year. The Office Of Financial Research recently studied companies whose stock had tripled over the last six years. What is a sales manager to do? Ronald Reagan gave sage advice when he said "Trust but verify."

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An Open Letter to Social Sellers Everywhere

Tony Hughes

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. Wouldn't it be nice to manage the KPIs that can actually be managed and leverage the sales activities that actually lead to revenue outcomes?