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5 Ways to Tell If Your Sales People Aren’t Working

After leading dozens of salespeople and reading thousands of sales call reports over the years, I have developed a highly receptive “BS detector.” Effective salespeople typically have winning personalities. Which can be a double-edged sword. They have that perfect combination of being great listeners and

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To Sell More, Stop Doing This

It’s very tempting to focus on trivial, easy-to-measure things like the number of sales calls made each day, week, or month. But routinely keeping a tally of this useless, hollow metric may be the single biggest mistake sales leaders make. Keep in mind whatever you

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Not all Accounts are equal. Not even close.

Very rare indeed is the salesperson and even rarer still the sales leader with the disciplined habit of ignoring most customers. They are also the best sales pros on the planet. I’d also say they are the bravest. In order to follow their internal compass

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