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5 Questions That Will Improve Your Process of Qualifying Leads

Apr 21

Sales Management

Staff Working in Busy Architect's Office
It is often difficult to qualify a lead because there are so many variables involved. However, if you strip everything down to the bare essentials, then five crucial elements... MORE
  • From the Editor's Desk
  • Estimated reading time: 3 min read

  • Hummy's
    Highlights

    1You must establish who the decision maker is. 2Find out if they're satisfied currently. 3Know when to let go.
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Effective Sales Leadership: 9 Tips sales-management Sales Don't neglect your role Jerry Stapleton From the Editor's Desk
Nov 02

Sales Management

HR-Diverse People In a Multipurpose Room
Don't neglect your role

Effective Sales Leadership: 9 Tips
According to a recent article by Jerry Stapleton on BizTimes.com, 80% of sales leaders are ineffective. Of the 80%, he says they fall into one of three categories: Hands-off... MORE
  • From the Editor's Desk
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Hire based on character traits, not past or future victories. 2Great leaders set expectations just a bit out of reach. 3Be part of the developmental process, not just tracking it.
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3 Ways Sales Coaching Differs For High Performers sales-management Sales Challenge your superstars Peri Shawn (Salesforce) From the Editor's Desk
Sep 15

Sales Management

Defying obstacles/female kayaker in rough water
Challenge your superstars

3 Ways Sales Coaching Differs For High Performers
Sales managers often see top performers as a double edged sword—on one hand, they are highly valued employees who generate company revenue; on the other hand, they can drive... MORE
  • From the Editor's Desk
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Get inside their heads and improve their thinking. 2Sometimes "negative" feedback is the best. 3Salespeople think quickly. Help them fill in the gaps.
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How to Become a Better Sales Manager sales-management Sales Leadership is essential Steven Rosen From the Editor's Desk
Sep 08

Sales Management

Leadership-compass arrow points to leadership
Leadership is essential

How to Become a Better Sales Manager
The performance of salespeople has been proven over time to be directly influenced by the quality of sales management. The trouble is, most managers have difficulty leading sales reps... MORE
  • From the Editor's Desk
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Use coaching skills and bring forth results. 2Learn to identify and select top talent. 3Stay on top of performance management.
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The Top 10 Burning Questions About Inside Sales sales-management Sales Sales has changed Josiane Feigon From the Editor's Desk
Mar 03

Sales Management

Spice up your advertising/Indian colored spices at local market in New Delhi
Sales has changed

The Top 10 Burning Questions About Inside Sales
Inside sales has evolved along with technology and societal shifts. Get yourself up to speed with this list of 10 FAQ’s from the modern salesperson.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1In the era of big data, no need for calls to be "cold". 2To enter into social networking, start with Linkedin. 3Get a coach to supplement sales training.
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9 Ways to Build Your Sales Confidence sales-management Sales Only your own beliefs hold you back Mark Hunter From the Editor's Desk
Feb 24

Sales Management

Leadership-Guy with backpack on top of boulder
Only your own beliefs hold you back

9 Ways to Build Your Sales Confidence
Confidence is an intimate trait within every successful salesperson. It’s the unseen force that makes all the difference.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1Keep a log of the successful outcomes of your efforts. 2Clear your mind by focusing on gratitude to others. 3Set goals that you can complete early in the week.
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5 Sales Training Techniques That Every Manager Should Know sales-management Sales Even the "naturals" need training Jason Jordan From the Editor's Desk
Feb 24

Sales Management

Breaking new ground/cross-country running in early sunrise
Even the "naturals" need training

5 Sales Training Techniques That Every Manager Should Know
It may seem like good salespeople were just born that way, but if you look closely, the best ones are constantly honing their craft.GO TO ARTICLE
  • From the Editor's Desk

  • Hummy's
    Highlights

    1Utilize e-learning and "micro learning." 2Offer detailed feedback, both positive and negative. 3Reward achievements and celebrate successes.
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Salespeople Need to Think Strategically to Succeed sales-management Sales Knowing how to sell is not enough Jason Jordan (Salesforce) From the Editor's Desk
Feb 20

Sales Management

Number Tunnel series. Backdrop of CPU chip colorful numbers and fractal elements
Knowing how to sell is not enough

Salespeople Need to Think Strategically to Succeed
Managers naturally become frustrated and perplexed when salespeople fail to produce their expected numbers. Some managers attribute the salesperson’s inability to close deals to weak selling skills. However, in an article... MORE
  • From the Editor's Desk
  • Estimated reading time: 1 min read

  • Hummy's
    Highlights

    1Stop the domino effect of erroneous decisions. 2Choosing the right prospects and timing are crucial. 3Look at what, why, when and where they're selling also.
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Three Things That Will Accelerate Growth For Your Business sales-management Sales Develop the right process Ian Altman From the Editor's Desk
Feb 17

Sales Management

Mentorship/Businesswomen Working at desk with papers and computer
Develop the right process

Three Things That Will Accelerate Growth For Your Business
I was speaking at a conference, and as is often the case, someone approached me later to discuss their business. I’ll call him “Tom…” mostly because that was his... MORE
  • Ian Altman
  • Estimated reading time: 4 min read

  • Hummy's
    Highlights

    1Have non-salespeople do the selling. 2Create a consistent process for your team to follow. 3Let go of weak opportunities.
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Sales Management Coaching – the Power of Questions sales-management Sales Get to the heart of the matter Janet Spirer From the Editor's Desk
Feb 10

Sales Management

Human resources people connect on puzzle pieces company network
Get to the heart of the matter

Sales Management Coaching – the Power of Questions
Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also... MORE
  • Janet Spirer
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Elicit insights from the salesperson. 2Coaches don't direct, they just facilitate. 3Plan your questions in advance.
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