17.Dec.2019

Dear Sales Rep: the phone is not the ENEMY

Why are we telling our sales reps that the phone doesn’t work anymore? Why are we telling our sales reps that no one will read and respond to their emails? That email is dead. That the phone is dead.These are punch lines. It’s hyperbolic propaganda d...

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25.Nov.2019

Can I have a discount with that?

Have you ever asked the barista at a coffee shop for a discount on your latte? I have.When I was first learning how to sell, I’d ask everyone for a discount. It doesn’t sound that crazy until you ask the barista, “Can I get 20% off this latte today i...

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7.Nov.2019

Performance fear

I’m a quota-holic and I suffer from performance fear -- the fear of underperforming.In my early days as a sales rep, that fear drove me to outwork everyone and led me to success. As a sales leader, I make mistakes when I don’t recognize that performa...

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12.Jun.2019

The most important sales manager skill is EMPATHY

Want to know the best skill a Sales Manager can have? Empathy.Empathy builds trust. Trust builds relationships. And as a Sales leader, there’s nothing more important than building relationships with your employees and customers.When your employees tr...

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16.Jan.2019

3 Reasons Your First Job Needs To Be Sales

I landed my dream job. A couple of successful alumni from my university saw a spark in me and hired me into their firm; very best in the city. Everyone said so. Four months later, I’m out of a job. The great recession of 2008 has hit. Markets are in...

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