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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...

Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

Sue wasn't the most technical person in the world, but now she's selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn't need to get into the weeds. She had access to technical...

What exactly does a thought leader do?

What exactly does a thought leader do?

Do you struggle with titles? Do they seem a bit arbitrary, and for the most part, irrelevant? There are some who say that it may be time to do away with titles, and I might agree. But I also know that there are always going to be those that take comfort in them...

Is Self-Absorption Affecting Sales Success?

Is Self-Absorption Affecting Sales Success?

Is it possible that living in a selfie society is affecting sales results?Sales success? You know, that insatiable desire to take a picture of yourself--regardless of what you’re doing--and immediately post it on all the social media channels. The goal is to make sure...

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