high performance sales team

Using the Human Sales Factor to Build a Breakthrough Agile Sales Team

Agile Sales Training is the New Alchemy of the 21st Century In the past, alchemists were obsessed with transforming common elements, like lead, into something more valuable, like gold. Today, we may not have realized their ambitious goals, but we have achieved a level of success in transforming simple, common elements into items that have …

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Sales Management: Think You’ll Score High on This Critical Driver of High-Performance Sales Teams?

The Sales Team Science Assessment Can Reveal Whether Your Sales Teams is Among the Elite Ahhh, Sales Management. Leads, pipeline, goals, tracking, reporting, KPIs, and compensation. All of these elements are no-brainers, right? Easily articulated, easily understood. Would you say every member of your sales team can define their KPIs? Do you have a scoreboard …

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Know Your Why

High-Performing Sales Teams Always Know Their Prospects’ Needs   I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …

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The Myth about Legendary Closers

Trust Your High-Performing Sales Team To Close Legendary closers are like Bigfoot, like leprechauns. They just don’t exist. But if you look at the classifieds under sales jobs, companies are always looking to hire skilled closers. Somehow, closing has become some kind of mythical skillset only a handful of enlightened beings have mastered.

Red-Ocean Mindset

Revising the Sales Playbook to Ignite Sales EQ There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red …

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