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Having Trouble Hiring Inside Sales Reps? Here’s an Idea

If you are building a new inside sales team or expanding an existing one, you know that recruiting good people can feel about as easy as qualifying for the Olympics. Most companies’ job postings sound...

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McKinsey on Sales Growth: Five Proven Strategies (Author Interview)

McKinsey is arguably the best known and respected management consulting brand in the world. Their customers share that distinction: they are the Fortune 100, the largest and most recognized global...

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Are the Best Sales People Introverted or Extroverted? The Answer May Surprise...

I just finished reading Susan Cain’s book, Quiet: The Power of Introverts in a World that Can’t Stop Talking. Most of us already know if we tend toward introversion or extroversion based on whether we...

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Why are we so afraid of calling Sales ‘Sales’ ?

Anneke’s Note: This post is by my colleague John Philpin, who asks really thought-provoking questions. Enjoy! Have you ever thought about how caught up we get in titles and departments and naming...

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One Big Idea for 2013: Test One New Sales Initiative

A condensed version of this post appears this week on the  SAP Sales Effectiveness blog, along with additional Big Ideas from Hank Barnes, Sales Benchmark Index, Dave Brock, Bob Apollo and the SAVO...

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Six simple, yet powerful Benioff-isms.

What business leaders can learn from this often controversial, industry-changing man. As Marc Benioff’s first manager at Oracle (more years ago than I care to mention), I was like a proud Mom watching...

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Hyper-Focus on “Big Game.” Miss Big Revenue.

Existing customers may be fastest route to ROI Guest Post by Brent Holloway Ever hear salespeople referred to as hunters and farmers? Hunters “hunt” for new business outside the fold; i.e.: they...

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Achieve Breakthrough Thinking: 4 Similarities Between Moneyball and Sales 2.0

Oscar-nominated film, Moneyball, starts with this quote by superstar Mickey Mantle: “It’s unbelievable how much you don’t know about the game you’ve been playing all your life.” Are your sales veterans...

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Sales Leaders Embrace Virtual Selling Phenomenon

This is a guest post by Britton Manasco. CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term “telemarketing,”...

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What’s Next After “Sales 2.0”? “Next Era Selling”

By Anneke Seley and Britton Manasco (This article originally appeared on Selling Power’s Sales Leadership Blog under a different title.) It’s been almost eight years since the publication of Sales 2.0...

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