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Category Archives: Sales readiness

Learning: Does Your Sales Culture Lead – Or Get in the Way?

“Quit allowing your salespeople to make any excuses.” This shiny emblem of willful ignorance carries a clear message: “Talk to the hand, ‘cause the face ain’t listening.” But under this noxious edict, some learnings thrive. For management, it’s how to be close-minded. And for salespeople, it’s that higher-ups don’t care. Low-productivity sales organizations don’t just […]

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Wells Fargo’s Restitution Must Include Its Fired Sales Employees

Today, there’s a bold headline featured in full-page ads in newspapers across the US. In case you missed it, it’s printed in Wells Fargo red: “Moving forward to make things right.” Contrition, superimposed on a beautiful Western backdrop. In the foreground, a team of six strong horses in full stride pulling a stagecoach. No ethical […]

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Three Things You DON’T Need to Know for Sales Success

In Virginia, the day after Labor Day means back-to-school. A tradition that reminds us that summer has entered its final fade, taking with it the sweet scent of suntan lotion, long days, warm nights, and fireflies. The day means boxy yellow school buses filling the roadways, and thousands of kids heading from home in the […]

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Six Sales Strategy Mistakes to Avoid in 2016

All sales failures result from executing the wrong strategy, or from executing the right strategy the wrong way. Companies typically reward success, but along the way, stuff happens. Everyone makes mistakes. Little mistakes are OK—we’ll recover. But big, fat, strategic mistakes—the kind that cost millions, or billions of dollars? No thanks. I’d rather not repeat […]

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Lazy, Uncoachable Sales Rep Produces Record Revenue

Search for the phrase top attributes in sales performers, and you will get about 400,000 results. A harvest that includes blogs, magazine articles, research studies, and white papers. Many of them describing archetypal qualities similar to ones that Kendra Lee, a sales author and strategist, posited in an article, 5 Telltale Signs of All-Star IT […]

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