The Quota-Hitting Formula

[Posted by Ken Paskins August 31, 2015] If you were alive between 1997 and 2007 you probably felt the positive financial impact of the accumulative effect of both the dot-com boom and the housing boom. Together they created one of…

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The Missing Link In LinkedIn’s Social Selling Index

[Posted by  Colin Daymude August 20, 2015] Recently LinkedIn opened up their Social Selling Index (SSI) to the general public, meaning that you don’t have to pay to get your score. Even though LI does say that you can boost…

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Leadership: Are we missing the mark?

[Posted by Fran Runner August 19, 2015] As the Baby Boomer generation begins to retire and leave the workforce we are faced with a new generation leading the way and leading our companies. What does that mean? We want to…

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“Mind the Gap” and Boost Revenue

[Posted by Fran Runner August 17, 2015] For years we have been talking about the importance of “Minding the Gap” and today we were able to find a great visual representation of that by Jose Sanchez with Sales for Life.  Click here…

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I don’t have time to make calls . . .

[Posted by Chris Duncan August 10, 2015] I’m too busy making excuses! How many times have you heard the excuses from your sales team for why they can’t cold call? As a sales rep myself I have seen and heard excuse after…

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The Three Most Effective Sales Acceleration Tools

[Posted by Mike Scher August 6, 2015] “The more things change, the more they stay the same.” The reason why sayings like this are timeless is the fact that they are rooted in truth. There is a lot of buzz about tools…

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This One Thing Will Get Your Emails Read More Often

[Posted by Mike Scher August 5, 2015] One of the biggest struggles for sales people is getting the prospect to respond. Whether it’s the radio silence you get as a follow-up to a demo or a proposal or trying to get their…

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The Three Most Common Sales Initiatives

[Posted by Mike Scher August 3, 2015] I am fortunate to have the opportunity to speak to sales leaders from lots of different companies. Usually these conversations are with a CEO, VP of Sales or CMO at a large company or an…

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Interview with Chris Duncan – a Social Seller!

[Posted by Fran Runner July 30, 2015] Mario Martinez Jr. interviews Chris Duncan of Frontline Selling on how he leveraged social selling, cold calling and an event to start his sales opportunity. For more information about Mario Martinez Jr., visit – www.linkedin.com/in/mthreejr…

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Things that Great Sales People Do

[Posted by Mike Scher July 27, 2015] In the B2B selling world, there are a lot of behaviors that separate great sales people from the rest of the world. Of course there is work ethic, some natural abilities, etc.; but I have…

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