Posts in the "Sales" Category

  • Last night I watched the cute Kate Hudson, Matthew McConaughy film, How to Lose a Guy in Ten Days. It’s not The Godfather or Citizen Kane, but it’s light and mindless. In it, Kate Hudson is writing a fluff magazine article on things women do that push guys away. You’ll have to see the movie […]

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  • Like investing, selling is not a profession for the faint of heart. Both professions require a strong stomach and the ability to endure the ups and downs of long business cycles. If you’re an organization that deals with long selling cycles (typically selling big-ticket items or working with “major accounts”), you need a plan to […]

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  • I thought of this Blog topic after reading an article in last Wednesday’s Wall Street Journal (Why Your Lizard Brain Makes You a Bad Investor – and How to Battle Back), in which writer Jonathan Clements discusses the psychology of financial investing. His article makes the point that humans instinctively (dating back to caveman days) […]

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  • What’s the impact of making a hasty hiring decision? Think about the cost of a bad sales hire in your organization by completing the table below. You will need to calculate costs using your best estimate. Consult with others in your organization for help as needed. For example, human resources may have numbers on costs […]

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  • In many sales organizations, performance management sounds something like this: “Are you going to make your number?”“How many did you sell?”“You need to get in front of five customers a day.”“You did great this year. That’s why I know I can count on you for an additional 10% next year.”By nature sales organizations are revenue […]

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  • One of the biggest challenges for sales managers today is keeping in touch with salespeople – and keeping them engaged. We asked 50 salespeople and their managers for their best tips on how managers can stay connected with their sales teams. We got a lot of “We don’t do much that’s creative” and “That’s a […]

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  • About a month ago, I was promoted from Marketing Coordinator at The Loyalty Group (TLG) to the Manager of Customer Loyalty. Since it was a new position at the company, I was asked to help define the role and responsibilities…and decided to write on what Customer Loyalty means in today’s business world as well as […]

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  • My PR person, Kimberly Hathaway, found this press release link. It’s got some useful best practice research on sales training. I’ve used this site myself for other (non-sales) best practice business research. I recommend it. You have to register but there is some good stuff on it. Recent benchmarking research completed by Best Practices Research […]

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