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Use Real Data to Plan Your Success

Recently I was chatting with a colleague who was down in dumps about his sales team’s inability to properly forecast the opportunities in the sales pipeline. “We have a large number of opportunities at the top of the funnel and nothing that is ready to close.” When…

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Don’t Fire Your VP of Sales

To be certain, there are Sales Leaders that are not a cultural fit or do not have the requisite skills to accomplish the mission and should be replaced. What I am referencing as a point of discussion and debate is the “quick fix” that organizations may arrive at when Sales…

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Will it play in Peoria?

Rehearse, rehearse and rehearse some more. The phrase “Will it play in Peoria?” has been around for over 100 years. Derived from Horatio Alger’s book, Five Hundred Dollars, the phrase evolved into its current form after being repeated often by Groucho Marx. It signifies that if a show is successful…

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Do you really have a Value Proposition?

The term Value Proposition may be the most over used and misunderstood business phrase since Partner. Organizations often use Value to describe generic, unproven statements about their product or service that could also describe any of their competitors. If you are curious about how your organization views and is aligned…

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DIY Sales Leaders

As Corporations are moving further away from formal Sales Training, Leaders are forced to hire “job ready” or “just add water” candidates. The implication is that Sales Leaders often become responsible for training new hires on their Sales Process, Tools and how the organization differentiates and creates value. Leaders…

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