14 May
The Pitfalls of External Motivation: Why Sustainable Success Lies Within
The Pitfalls of External Motivation: Why Sustainable Success Lies Within

The Pitfalls of External Motivation: Why Sustainable Success Lies Within As a sales leader, I’ve seen firsthand the power of motivation in driving performance and achieving results. In the fast-paced world of sales motivation is often seen as the key to success. However, there’s a crucial distinction between external motivation, which comes from outside sources,...

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28 Mar
Understanding Sales Velocity: A Crucial Metric for Sales Representatives
Understanding Sales Velocity: A Crucial Metric for Sales Representatives

Understanding Sales Velocity: A Crucial Metric for Sales Representatives I love sales because it is the great equalizer in business. Either you get results, or you don’t. However, success isn’t as binary as just closing deals or not. Salespeople are tasked with managing pipelines, nurturing leads, which ultimately drives revenue for their organizations and into...

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17 Feb
The Sales Game: Competing Against Yourself
The Sales Game: Competing Against Yourself

The Sales Game: Competing Against Yourself In the fast-paced world of sales, competition SHOULD be a key driver for us. Of course, money and freedom are top of the class, but since there is no second place in sales, competition is ever present in our quest for success. Whether it’s vying against industry rivals or...

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05 Jul
When Your Team is Facing Defeat, What Do You Do?
When Your Team is Facing Defeat, What Do You Do?

When Your Team is Facing Defeat, What Do You Do? Sales teams are unique in that they are constantly striving for success. And for many team, when it comes to yearly quota, they start at zero Jan 1 Q1. As a sales manager, you set the tone for your team. If you show them that...

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25 May
Understanding the Different Ways Committees Make Buying Decisions
Understanding the Different Ways Committees Make Buying Decisions

Understanding the Different Ways Committees Make Buying Decisions When it comes to sales, understanding how committees make buying decisions is essential. While there are many ways committees may makes decisions, 2 of the most commonly used are the RAVA process (Rational Analysis of Value and Alternatives) or a vested partnership approach to make purchase decisions....

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08 May
When to Let Go of the Reins: A Manager's Guide To Letting Their Team Fly Solo
When to Let Go of the Reins: A Manager’s Guide To Letting Their Team Fly Solo

When to Let Go of the Reins: A Manager’s Guide To Letting Their Team Fly Solo As a manager, it can be difficult to trust your team and let them take the lead. After all, you have worked hard to get to where you are and naturally want the best results for your team. However,...

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07 Feb
Negotiating Like a Kid: Why Your Child is the Best Salesperson You Know
Negotiating Like a Kid: Why Your Child is the Best Salesperson You Know

Negotiating Like a Kid: Why Your Child is the Best Salesperson You Know Everyone wants to be a better negotiator, but did you know that your child could teach you a thing or two? Kids are some of the best negotiators out there, and if you pay close attention to their tactics, you can learn...

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