On Not Creating Dependents (A Note to the Sales Leader)

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. One way to make your job in leadership infinitely more difficult while ensuring … [Read more...]

Give Yourself Over to the Work

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There aren’t a great many things more precious than your labor. You spend much of your time working. In fact, you spend a great deal of your life working. It matters a great deal what you do with that time. The work you do matters. How you do the work matters, too. And it matters … [Read more...]

Your Clients Already Know You’re a Salesperson

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Neither your dream clients nor your existing clients ever say, “You know, that … [Read more...]

Consistent Effort is the Key to Better Sales Results

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One of the primary reasons salespeople produce sporadic results is because their actions are equally sporadic. Their effort isn’t consistent enough to produce the results they want—or need. It’s zero effort for a long time, and then it’s time to play catch up. But that doesn’t … [Read more...]

On Being Young and In Sales

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Tom writes: “I am 25 years old and sometimes feel as though I am not perceived as a peer to the business owners to whom I sell. Do you have any tips to combat this?” Yes. I started working in sales when I was 19 years old. I never thought of myself as being in sales at that … [Read more...]

Taking Control of the Sales Process

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Sometimes it takes a massive change to produce better sales results. It might take a major overhaul of what you do and how you’re doing it. But sometimes small changes can have a major impact on your sales results. You might be doing most everything right, but something … [Read more...]

What You Want from Your Leader, Mentor, or Coach

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If you’ve ever had a great leader, mentor, or coach, you know just how valuable that experience can be in shaping your personal and professional development. Great leaders, mentors, and coaches can make a tremendous difference in your results, and they can make the difference in … [Read more...]

On Investing in Relationships

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I’ve been thinking a lot about the value of relationships and the high cost of maintaining those relationships. All of our wonderful new social tools have distorted the meaning of words like relationship, friend, and network. In some way our tools have devalued the ideas behind … [Read more...]

How to Resign from Your Sales Job

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The Sales Blog Mailbag always brings interesting requests for blog posts. A recent request asked how best to resign from a sales job. Here’s what I recommend. Part as Friends When you plan for certain outcomes and take the actions necessary to obtaining those outcomes, you … [Read more...]

What Stories Are Your Numbers Telling You?

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Your sales numbers tell a story. Your numbers paint a picture of what you believe, as well as the actions you take based on those beliefs. If your pipeline is empty, your pipeline metrics tell the story of a salesperson (or sales organization) that isn’t prospecting. Or maybe it … [Read more...]

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