The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of presentations from practitioners, all of whom took a deeper dive into some of the themes from yesterday.
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I had every intention of making four or five posts today live from the floor of The Conference Board’s Senior Sales Executive Conference. The conference is a wonderful…
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1. Define What It Means to be ProactiveThe first way to take initiative is to define what it means to be proactive. This is not the dictionary definition of proactive, but the concrete actions you can take to reach a particular outcome. This…
Continue ReadingThe tenth and final sales-related skill set is the ability to manage outcomes. It is built on the foundational success attributes and skills (self-discipline, optimism, competitiveness, initiative, resourcefulness, determination, caring, empathy, Continue Reading
The definition of leadership is too ambitious for this humble blog post: there are too many opinions and they vary to widely.
Let’s just say for our purposes it means guiding others to get results. It is the act of…
Continue ReadingBusinesses are made up of people, and change management is a people process. As such, change management requires many of the skills and attributes already identified in this series, including optimism, initiative, resourcefulness, determination, Continue Reading
Negotiation is the art of the deal. Negotiation is an event, or series of events, designed to produce an agreement of how best to proceed. These events are dialogues to consider all of the various interests and to create a…
Continue ReadingThe sixth attribute and sales-related skill set is storytelling.
Storytelling follows and builds on business acumen and the ability to diagnose. Storytelling, or building a vision of a better future, is not possible without the business acumen…
Continue ReadingThe fifth attribute and sales-related skill set is the ability to diagnose.
The ability to diagnose follows the ability to close only because the ability to obtain the commitment to explore a future relationship precedes the need to diagnose.…
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