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Why 97% of Sales Leaders Want a Playbook

Why 97% of Sales Leaders Want a Playbook

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook?  The short answer is ‘No!’  A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers.  A reference guide mapping out the best practices...

For Women in Business Who Feel Like a Fraud

For Women in Business Who Feel Like a Fraud

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I'm so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. If it resonates...

Women in Sales Speaking Resources

Women in Sales Speaking Resources

If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.)  If you went to the airport bookstore to find a sales book, it will be authored...

Effective Sales Management Is Emotion Management

Effective Sales Management Is Emotion Management

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want...

Why Your Sales Reps Can’t Automate Referral Leads 

Why Your Sales Reps Can’t Automate Referral Leads 

Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong...

Is it Time to “Argo” Your Sales Team?

Is it Time to “Argo” Your Sales Team?

“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA operative Tony Mendez, who is charged with getting these diplomats out of the country safely. They do so by pretending to be...

Why Social Selling Isn’t a 24/7 Job

Why Social Selling Isn’t a 24/7 Job

I got blasted on social media. No, it wasn't someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social sellingand the importance of sales...

6 Principles to Becoming a Thought Leader

6 Principles to Becoming a Thought Leader

In a distracted and busy world, how do some thought leaders break through the noise to influence the behavior, beliefs, and buying decisions of their communities? Do they start out seeking to be a thought leader or does it happen by accident? And what does a thought...

3 Ways to Make a Sales Comeback

3 Ways to Make a Sales Comeback

Tiger Woods produced one of the greatest comebacks in sports history last week, winning the Masters. It was his first win at a major in 11 years. Many, including Woods, counted him out of the game after public scandals rocked his golden image and four back surgeries...

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