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Manage your prospecting time

As I’ve said before, I think time management is one of the top 3 most important skills in sales. I love the work “Uncle Paul” does so I signed up for his upcoming webinar on using your sales time effectively. (I’m not alone on loving Uncle P’s work as I hear these webinars are regularly […]

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I like the drift of this new sales book

I read about an interesting new sales book today, Beyond The Sales Process. One of the authors, Dave Stein, is well known to me and has a long reputation of putting together quality sales content and research. These two points from an interview with Dave and his coauthor, Steve Andersen, hit me between the eyes. I totally […]

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Social proximity account plan

A great point highlighted on the Linkedin Sales Blog yesterday. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is […]

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Time management is everything in sales

In the end the limit to your sales success will be time. If you had an infinite amount of time, you would make an infinite amount of sales. But you don’t. Here’s a useful post from Hubspot on some ways not to spend your day. 12 Bad Habits That Make You Less Productive Biting your […]

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How to A/B Test Your Sales Voicemails to Improve Response Rates

I love the concept of this post from Patrick Cahill on the Hubspot Inbound Sales blog. It seems totally sensible to me that sales people should A/B test their calls the same way marketers A/B test web pages, emails etc. etc. In fact sophisticated marketers live by A/B testing so why wouldn’t sales people learn […]

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5 ideas that will impact your sales career

This post is going to be biased. Sorry. I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales, The New […]

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Startup sales gigs-watch out for men bearing shades

“Dude, the future of this startup is so bright you better bring shades.” Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. Here’s why. Entrepreneurs by definition need to be super […]

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It’s Never JUST A Sales Problem!

I totally agree with David Brock here. I saw this many times when I was a sales consultant (and sales manager.) It’s way too easy to blame sales for revenue problems when in fact the bigger problems are elsewhere (like the market does not want what you are selling!) We often get called by execs, […]

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My 3 secrets for getting more done

This is a post by Anthony Iannarino. It originally appeared in Anthony’s newsletter. I liked it so much I asked Anthony if I could reproduce it here. Once you’ve read this you should head on over to Anthony’s newsletter page and sign up so you too get his emails. They come on Sunday mornings and […]

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How One VP Hired 23 Reps in 100 Days (and Lived)

Great post for sales managers from two great people. Congrats to Kevin Gaither for pulling this off! And great thanks to Matt for bringing this information to light. I’ve come to learn that having a pipeline of candidates and making good sales hires is a critical part of a sales managers job. I’ve certainly screwed this […]

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