How to Lose a Deal

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Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. … [Read more...]

Stop Saying “Losers”

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I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time when I might have used similar language. I’ve heard some well known voices in the sales community use similar language. But underperforming salespeople are … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Four Laws for Transformations (A Note to Leaders)

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I started this week at Gerhard’s Sales 2.0 Conference in Philadelphia. G puts on a heck of a good show, and I always learn a lot. I was there to speak on Big Data, but I spoke on Little Data. Gerhard pushed all of us to share our best ideas about sales transformations. And he … [Read more...]

Stop Coaching Late Stage Opportunities (A Note to the Sales Manager)

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Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come across opportunities that are high visibility and high value. We want to win these “must win” … [Read more...]

Three Things Your Sales Manager Should Never Have to Manage

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Your Attitude: Your sales manager should never, ever have to manage your attitude. Your attitude is really your belief system, your blueprint of how to get along in the world. Your attitude is going to determine the level of success you achieve in sales—and everything else in … [Read more...]

Build Great Salespeople

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I had an interesting email exchange with two people I trust and admire very much. It was about my Sunday newsletter (you can sign up here). They were concerned about last Sunday's newsletter, in which I had written about the two most important factors when it comes to sales … [Read more...]

Give Them Confidence (A Note to the Sales Manager)

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You are responsible for the salesperson you are providing your clients. When you hire, you can easily believe your are hiring for your company, but you’re really hiring for your clients and prospects. The salesperson you put in front of your client needs to create value for … [Read more...]

Three Must Have Reports from Your Sales Force Automation

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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. There are three reports a sales manager must be able to obtain from their sales … [Read more...]

Leading From Outside Your Glass House (A Note to the Sales Manager)

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Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves as sales professionals. This criticism is 100% valid. Most salespeople don’t (except, of course, those who continually show up here!) Here are three ways … [Read more...]