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How to Roll Out a Sales Account Management Plan

How to Roll Out a Sales Account Management Plan

by Russ Sharer | Sep 7, 2023 | Sales Coaching, Sales Leader Blog, Sales Performance Improvement

I was once interviewed by a company that wanted me to start a new business unit. Before I accepted, I asked what type...

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Value-Based Selling: 7 Essential Tips for Sales Leaders

Value-Based Selling: 7 Essential Tips for Sales Leaders

by Russ Sharer | Aug 28, 2023 | Sales Leader Blog, Sales Performance Improvement

If you haven't already, it's time your sales team abandons outdated "used car sales" tactics to reach their quota....

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9 Best Types of Sales Questions (and How to Ask Them)

9 Best Types of Sales Questions (and How to Ask Them)

by Russ Sharer | Jul 14, 2023 | Prospecting Skills, Sales Leader Blog, Sales Performance Improvement

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking...

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Top 4 Skills You Need to be a Better Sales Manager

Top 4 Skills You Need to be a Better Sales Manager

by Russ Sharer | Jul 13, 2023 | Leadership Development, Sales Coaching, Sales Leader Blog

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Many of them say...

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The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

by Russ Sharer | Jul 11, 2023 | Prospecting Skills, Sales Leader Blog, Sales Meetings, Sales Performance Improvement, Sales Prospects

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....

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The 9 Sales Negotiation Skills Your Reps Need Now

The 9 Sales Negotiation Skills Your Reps Need Now

by Russ Sharer | Jun 12, 2023 | Presentation Skills, Sales Leader Blog, Sales Performance Improvement

Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks...

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Unlock Convince: The 5th Key Fundamental of IMPACT Selling®

Unlock Convince: The 5th Key Fundamental of IMPACT Selling®

by Russ Sharer | Jun 7, 2023 | IMPACT Fundamentals, Sales Coaching, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. The First Rule of IMPACT Selling® Is… We’ve...

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Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®

Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®

by Russ Sharer | Apr 19, 2023 | IMPACT Fundamentals, Prospecting Skills, Sales Leader Blog, Sales Prospects, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. How Is Your Team Perceived? Let’s pause for a...

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How To: Be a Success Story in Sales

How To: Be a Success Story in Sales

by Russ Sharer | Mar 21, 2023 | Sales Coaching, Sales Leader Blog, Sales Performance Improvement, Sales Team Motivation, Sales Training

Success Begins With Emotional Maturity Winners in any venture are willing to be held accountable for their own actions...

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5 Questions To Get Your Sales Funnel Ready for 2023

5 Questions To Get Your Sales Funnel Ready for 2023

by Russ Sharer | Dec 14, 2022 | Sales Goals, Sales Leader Blog, Sales Training

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a...

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