How to Shift to a Remote Work Model

Remote work certainly seems to be the business model du jour, with a lot of companies, large and small, singing its praises.

Your Renewal Pitches Are Backfiring – Here’s Why

“Challenge your prospects and customers” has become a selling mantra in recent years, as companies look to use edgy messaging to cre

Is Your Sales and Marketing Self-Indulgent?

Is your outreach other-serving… or self-indulgent?

Three Trends Transforming Email Into Your Next Big Sales Tool

Email: We love it. We hate it. Either way, it’s one of the first technology tools many of us ever incorporated into our everyday routines, and today it’s a mainstay of modern life.

How Not to Become the Next Wells Fargo

John Stumpf had a favorite slogan: “Eight is great.”

Leaders Own Their Corporate Culture

“So you haven’t resigned, you haven’t returned a single nickel of your personal earnings. Instead, evidently your definition of accountable is to push the blame to your low-level employees who don’t have the money for a fancy PR firm to defend themselves.

What Do Your Employees Want In Life?

How you take care of your employees tells more about your company and you as a leader than anything. Commitment to your people helps drive their commitment to the vision and creates ambassadors for your company, so when you or your company is criticized, they will defend you.

Addition by subtraction

As a sales leader, increasing your team’s productivity is one of your biggest challenges. Growing revenue without adding salespeople can seem like an insurmountable task. However, there are a whole slew of actions you can take to give your reps more customer-facing time.

Top 5 High-Ticket Selling Tips

Being in a sales position isn’t an easy job, especially when it comes to selling high-ticket products and services. To succeed in high-ticket selling, you must be able to communicate the right way with buyers looking to make a big investment.

The motivation conundrum

Dan Ariely, a professor of psychology and behavioral economics at Duke University, has explored the irrationality of people’s decision-making proc

Riding sales enablement into victory lane

There’s a fine line between winning and losing. Victory can be decided in the small details others often overlook or deem unimportant. Not paying attention to those details can cost you. Big time.

Millennials are not from Mars

Can we dial it back on the “what millennials want” talk?

Could a Wells Fargo-Like Debacle Happen at Your Company?

Wells Fargo CEO John Stumpf came under harshcriticism from all sides after 5,300 employees and managers at the bank’s retail division were fired for their role in purpose­fully opening unauthorized accounts in the names of their customers in order to reach daily and weekly quotas and earn incenti

The Greatest Closing Question Ever

A few years ago I was selling medical software to manage cases in vascular labs. I was working on a closing a $2-$3 million deal - the largest deal the company had ever seen – and I was heavy in discussions with the client.

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