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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Interview with Mike Scher – Sales Acceleration

[Posted by FRONTLINE Selling July 24, 2015 12:30:00 PM] FRONTLINE CEO, Mike Scher talks about the Sales Acceleration Landscape – Check out this brief excerpt.   Want to learn more?  Click below. //

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Are you a “97 Percent-er” . . .

[Posted by Mike Scher July 22, 2015] Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look at each other and start…

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Prospecting: The Calisthenics of Selling

[Posted by Mike Scher July 20, 2015] This isn’t the sexiest of titles. After all, who wants to sweat and do callisthenic exercises? If you don’t have opportunities banging at your door, the reality is, someone has got to do the dirty…

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Tom Whalen on Prospecting Discipline

[Posted by Mike Scher July 16, 2015] I like to read blogs almost as much as I like writing them. There are a lot of smart people on LinkedIn (and not so smart people as well) who share great information and perspectives…

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Shut up and sell!

[Posted by Mike Scher July 14, 2015] Oh no, not another article about bridging the gap between sales and marketing! I recently saw that LinkedIn has surpassed 1 billion posts!   One would imagine that talking about getting sales and marketing to play…

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Three Great Sales Questions to Ask

[Posted by Mike Scher July 13, 2015] It has become a generally accepted business practice for a sales organization to build and manage a pipeline that is three times (3X) quota.   While you may have different closing percentages, a sales team will…

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The Difference Between “Know-what” and “Know-how”

[Posted by Mike Scher July 10, 2015] In the world of sales, there is no shortage of advice out there for anyone who wants it.   Countless books have been written on sales and sales process. There are experts upon experts on LinkedIn…

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Sales Acceleration – More than just dialers

[Posted by Mike Scher July 8, 2015] There’s a lot of hype around the emerging space known as “Sales Acceleration”.   Unfortunately, the focus on sales acceleration has been limited to only a subset of sales people (sales development reps) and the associated…

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3 Things to Accelerate Sales in the Second Half of 2015

[Posted by Mike Scher July 6, 2015] It has been said that revenue solves a lot of problems. It also covers up a lot of flaws. In my sales career, I have had the pleasure of selling in hot markets like ERP…

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