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Results of the 2011 Richardson/McCord Training Social Media in Marketing and...
It has taken a bit of time and a lot of effort, but we finally have the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey results. Some will be surprised, some won’t like the...
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A Tale of Three Villages
This was related to me by a sales executive—I’ll refer to him as Robert–who swears it is a true story. Although I have his permission to use his name, I’ve chosen not to for as you will see, the story...
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Is “Managing” Killing Your Team’s Sales Productivity?
“Yeah, my folks may think I’m a bit of a hard-ass,” Bill said, “but they know they better get things done and done on time. We have deadlines around here—when reports are due, how long they have...
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4 Signs You’ve Lost Your Team’s Respect–And What To Do About It
Everyday there are tens of thousands of sales leaders who are trying to manage a sales team that has lost respect for them—and many don’t even realize that they’ve lost control of their team. Are you...
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Guest Article: Breathless Business, by Dan Waldschmidt
BREATHLESS BUSINESS by Dan Waldschmidt We’ve become a generation of “good enough” business leaders. We’ve traded a relentless focus on being extraordinary for the justification that we are following...
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7 Signs There is a Cancer Growing in Your Sales Team
Is your sales team healthy? Are they performing to the level you want them? Is there a cancer growing within your team that you’re not aware of? Do you have underlying issues within your team that is...
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Are You Dumbing Down Your SMART Goals?
If you’ve been in the working world for any length of time at all you probably have been introduced to the concept of SMART goals. For those who haven’t been introduced to them: SMART is simply an...
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Book Review: Hire Right, Higher Profits by Lee Salz
Book Review: Hire Right, Higher Profits by Lee Salz Should you only hire salespeople from within your industry? What are the key qualifications for a salesperson to be successful selling for your...
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Why Producing Sales Managers No Longer Make Sense (If They Ever Did)
Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or...
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5 Critical Steps to Regain Your Team’s Respect
Everyday there are tens of thousands of sales leaders trying to manage a sales team that has lost respect for them—and many, possibly most, don’t even realize that they’ve lost control of their team....
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