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Tag Archives: sales

4 Thing Your Worst Salespeople Can Teach You

 If you are a sales leader who leaves work frustrated because of the ineptitude of your sales team you are not alone.  The most recent State of Sales study released by SalesForce reveals that high-performing sales teams represent a mere 20% of all sales organizations. For leaders with aggressive growth and revenue mandates, meeting targets only half of the time isn’t good ...

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Taking the Guess Work Out of Quota Setting: And how to avoid 5 common mistakes

Quota problems are consistently near the top of the list of sales compensation challenges for most companies. A team can painstakingly work through each step of the sales compensation design process and create a great plan that can be wrecked by poor quota setting. Given the choice, I’d rather have a good sales compensation design and a good quota-setting process ...

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Why Your Web Leads Are Unresponsive (and the Stupid Easy Way to Fix It)

You know the story — your digital marketing efforts are driving more and more leads each month. Google Analytics charts keep going up and to the right. (*Warning shameless plug* If this doesn’t sound familiar, we should talk. Your marketing department is ecstatic. So you’re ready to ask the hard question — “What’s the impact of all of these leads ...

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Perceptions & Realities — Is Creativity in Sales a Silly Distraction or Your Salvation?

Alastair is an executive with a global technology company and my host for a three-day meeting on sales strategy. The premise of the gathering was to get people to think differently about new ways to help the customer. Alastair’s team had tried their best to transform the upscale ballroom into an environment that would inspire creative thinking, bringing in picture ...

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External Sales Force in Tech is Extinct – Pivot to Maintain Relevance

As a tech industry veteran, I have witnessed many a trend but must discern necessary adjustments to stay ahead of the competition. In my current role as CEO of a cloud automation company, my most important task is to act as Chief Revenue Officer. This measurable responsibility is pretty clear; generate revenue and profit for the company to continually increases ...

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Ways to Make Sure Your Online Forms Are Converting Leads

You probably haven’t thought about them much, and no one would blame you. But online forms are seriously crucial the success of many businesses. And if you’ve ignore yours, you may be ignoring chances to convert leads, collect valuable feedback, or even process payments. 1) “Submit” buttons aren’t effective. When’s the last time you were dying to click a “submit” ...

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How to Increase Sales Productivity for 2016

I recently met with Paul, the sales leader of a large technology firm, to try and increase the productivity he was getting out of his sales team. He had good people, but Paul’s sense is that they weren’t spending enough time interacting with customers. We asked Paul’s teams to catalog how they spent their time over the next few weeks ...

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Why I Hawked $1 Newspapers Outside of a Race Track

I am the 30 year old founder and CEO, of outdoor media company, Spin My Ad, headquartered in Saratoga Springs, NY.  I personally have sold and closed over 115 advertising campaigns from start to finish. As a start up, I closed deals with local businesses all the way up to corporate giants such as Live Nation, State Farm, The Hearst ...

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8 Problems Online Sellers Will Never Face

Before starting a business, we are mostly baffled with a question of arranging high funds and heavy business model to implement. A decade back, this problem was a hindrance to many new business start-ups and entrepreneurs, but not anymore. With the advent of e-business and e-commerce, it became easy for many business owners to overcome the drawbacks of traditional way ...

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8 Sales Tips from Successful Entrepreneurs & Business Owners

Sales is the lifeblood of any organization. You don’t have to like it, but sales is one of the essential skills and actions entrepreneurs need to have successful ventures.  While a lot of people shy away from sales, we wanted to ask some entrepreneurs and business owners for their tips or advice when it comes to sales. #1 – How ...

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