Sales

Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales,

Sales Breakthrough

Tim Brown and Dan Streeter, Co-Authors, of Old School with New Tools:  The Extra 5% That Takes You to the Top of Your Sales Game and Keeps You There We have all heard it.  People buy from the people they like and trust. This adage has been true since the beginning of time.  Even hunters […]

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10 Tell-Tale Signs That Reveal How Leaders Think

“He’s fast on his feet” or “She has a clear head on her shoulders.” “He’s definitely a thought-leader in the industry.” These current kudos pique a leader’s attention. After all, leaders look to hire, promote, and listen to those who think clearly and communicate well. But what if you’re naturally quiet and slow to speak

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Managing the Pressure of Change

Enough books have been written and enough information is available that, by now, most leaders and managers understand what they need to do to manage change in their organization. They understand the need to get buy-in, secure credible senior sponsors, persuade key influencers in the organization and communicate, communicate, communicate. Some of the more sophisticated

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Innovation is Actually Category Leadership

The word “innovation” is such a constant in meetings around the world that it has almost become a contender for “corporate buzzword bingo.” Although it is often over-used it is not always well understood in terms of how it should be implemented into organizational culture, or even how it might be best used as a

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7 Ways to Handle The “Too Expensive” Objection and Close More Sales

Martin Limbeck, Author, NO Is Short for Next Opportunity – How Top Sales Professionals Think It’s happened to even the best sales professionals and business leaders: you give a stellar presentation and everything is going smoothly.  You’re pretty sure you’ve got the deal in the bag and then it happens: the client says, “I’m sorry. 

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BRAND

What is a BRAND? by Scott Deming

~~I was recently asked a common question during a Q&A. “What is a brand?” Believe it or not, I get asked this question all the time, simply because the word “brand” carries with it many different definitions. Depending on what one does for a living, what they’ve heard, what they’ve learned, or how they perceive

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