Five Ways a Trusted Advisor Earns Their Customer's Devotion

Five Ways a Trusted Advisor Earns Their Customer's Devotion

In today’s selling paradigm, it’s become clear that enterprises, too, are looking for that memorable experience when they seek out a vendor to fulfill their needs. No longer is it adequate to offer a feature and benefits dump and expect to close the deal. Instead, businesses are looking for a trusted advisor – someone knowledgeable on their company and its objectives, and able to suggest specific solutions, in detail, that will support greater efficiencies or increased sales.

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Best Practices for Hiring and Retaining Millenials

Best Practices for Hiring and Retaining Millenials

OK Boomers – we know that retirement is upon you, and it appears that Millennials are poised to set up shop in your shoes. More than 73 million members of this generation – defined as those born between 1981 and 1996 – have entered the U.S. workforce, and have upended conventional wisdom regarding career loyalty.

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Best Practices for Selecting Sales Candidates

Best Practices for Selecting Sales Candidates

Despite our best efforts to attract, vet, and select new sales professionals, choosing good candidates can often seem random. We can’t always see through the dewy veneer that a good sales candidate is adept at fronting. Indeed, how many times have you lamented, a few months after hiring that new team member, that the once-promising recruit was, in fact, a bust?

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How to Use Adult Learning Theory to Engage Your Trainees

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Four Steps to Winning Larger Accounts

Four Steps to Winning Larger Accounts

Fishing, it would seem, is not as simple as one would think. Sure, you could grab the gear you have collecting dust in your garage, lazily toss a line from a dock into a backyard stream, and eventually, you may grab a bite or two on the line.

But what if you decided that, today’s the day everything’s going to change? Today, you will elevate your fishing game, and set your sights on a larger, more productive body of water – say the Atlantic Ocean, as an example. Using your same technique, you head down to the shoreline with your trusty rod and reel and rubber worms, cast your lines into the deep blue – and, well, you can almost hear the fish laughing at you as they swim by.

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The Cost of Sales Turnover

The Cost of Sales Turnover

The Cost of Sales Turnover

For anyone who has ever thrown a dart at a dartboard, you know that finding the elusive bullseye can be a monumental challenge. Fortunately, the stakes are not that high – perhaps a beer, or some low-level ribbing, are all that is riding on the outcome.

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What Makes a Successful Salesperson?

What Makes a Successful Salesperson?

What Makes a Successful Salesperson?

World-class sales organizations focus on maintaining a healthy and thriving team of successful salespeople. The more successful the people, the more successful the team. But what, exactly, makes a successful salesperson?

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5 Sales Management Principles For Performance Reviews

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What is Sales Optimization?

What is Sales Optimization?

Many sales teams aren't doing all that they can to maximize revenue, even if they think that they are. Sales optimization is a paradigm that seeks to change that. In many leadership models, if the sales teams are reaching their numbers, it's assumed that little needs to change. Sales optimization, on the other hand, involves constantly reassessing both targets and techniques so that if there is room for improvement, your numbers will improve.

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How To Measure Sales Effectiveness In Your Organization

How To Measure Sales Effectiveness In Your Organization

In its simplest form, sales effectiveness is a measure of how much return your organization gains on its investment in sales. In this sense, measuring sales effectiveness could be as simple as measuring your cost against the revenue generated. But if you want to measure sales effectiveness in order to improve it, the task is more complex, and few organizations are doing it well.

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