January 1, 2011

Making the Leap & Returning to My Calling

I just walked from a great job as head of sales where I was well-liked and appreciated. It feels kinda like I opened the door and jumped from a perfectly fine airplane. It seems crazy. When I share the news, many say things like “that takes a lot of courage,” while others offer congratulations. I […]

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December 21, 2010

Sales follows Strategy

There are a lot of under-performing sales teams today. For good reason, senior executives are concerned about sales results and I’m hearing many good questions about appropriate sales talent, sales deployment, sales compensation, sales activity, sales skills. All fair game and stuff that we sales improvement guys love to take on. But as I’ve pulled […]

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November 19, 2010

Equip The Sales Team To Execute & Win

One common reason many salespeople fail at new business development is because they’re always “waiting on the company.” Waiting for new marketing materials. Waiting for more training. Waiting for leads. Top-performing hunters don’t wait; they act. They pro-act (my word). They believe like I do that Sales is a Verb and top-performers aren’t waiting around […]

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November 12, 2010

Ingredients for Sales Success (guest post)

Guest Post by Mike LaTella Ask anyone what it takes to be successful in sales and you are liable to hear a string of positive character attributes such as outgoing, attractive, funny, persuasive, interesting, and even charismatic. This leads many to believe that the recipe for sales success includes a base of great personality, two […]

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November 1, 2010

Second Thoughts on Randy Moss – Eating Humble Pie

I was wrong. I loved watching syndicated reruns of Happy Days after school. The Fonz had the cool motorcycle, the girls, the leather jacket.  But there was one thing he couldn’t say: “I was wrr…  I was wron…”  He never could get it out. I’ve got plenty of issues, but admitting when I’ve blown it […]

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October 23, 2010

Sales Leader: Multiplier or Diminisher; Hero or Hero-Maker?

Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. It’s a few days of drinking from the fire hose, listening to some of today’s best business minds and hottest authors. As usual, Verne – aka The Growth Guy, delivered an outstanding lineup of speakers and we left the Summit energized to implement […]

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