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Fatten Your Wallet
It’s easy to spend lots of time trying to figure out how to bring in new clients. When you’re focused on growing revenue, it seems obvious that new dollars come from new customers, right? Most times, it’s easier to be focused on what you don’t have than what you have – which explains why new […]
Be A Savage
At 8pm yesterday, something happened that strongly reminded me of how valuable sales skills can be. His name is Brian Savage. Homeless at 15, he dragged himself out of the Minneapolis shelter that took him in only to become drug addicted and homeless again by 17. His mother got back on her feet and found […]
The Key Ingredient to Sales Success
Over the years, I’ve seen all sorts of people become sales superstars. In the early stages of my management career, I often was surprised by the variety of personalities in a successful sales force, incorrectly thinking that a great sales person would always be charismatic or witty or well-dressed or intelligent. Oddly, I didn’t find […]
Go For A Ride
Wouldn’t you love to know exactly what your sales people do all day? Recently I was reading an article about sales performance tools and I came across a controversial tool sales leaders are beginning to utilize to increase productivity. The tool? GPS tracking for sales people. According to the article, a number of companies in […]