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FROM experts and thought leaders
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The Language of Leadership - 10 Rules for Sales Professionals
The problem for those aspiring to leadership, and for those in sales, is that we're delegated down to those we sound like!
Sales Enablement
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Sales Enablement
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Social Selling
The Rise of the 'Silent Sales Floor'​ is Killing Business
There has been an insidious trend in professional selling. It is a misinterpretation of the term 'social selling' where people cruise along doing non-selling tasks sprinkled with researching, emailing and grooming their social platforms... all while treating the phone like it's covered with spiders.
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min read.
Sales
How to Stop Sales Qualification Frameworks from Derailing Your Deals
A life insurance salesman once asked me “Tony, do you love your family and want the best for them?.” I answered in the affirmative with a wry grin and waited for the inevitable zinger.
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min read.
Social Selling
LinkedIn for Sales Professionals–The Complete Guide
LinkedIn is the largest professional social network, with nearly a billion users. When one in two of those users say they will research you on LinkedIn when engaging (source) and will actively avoid you if you have an incomplete profile (source), are you leaving revenue on online?
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min read.
Sales
How to Avoid Burnout in Sales
People often ask how three frenetic, travel-filled decades in the sales hasn't burned me out. I often think they're hoping for a soothing confession: "Honestly? I am." But the truth is: for me sales is as invigorating as ever. 
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min read.
Sales Enablement
Building a Sales Machine: The Four Pillars of Successful B2B Sales Enablement
There I was, standing in a large corner office on the 42nd floor of a city high-rise waiting for my first Monday morning ‘proctology examination,’ euphemistically described by the CEO as the ‘forecast review.’
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min read.
Sales Enablement
The Future of Sales Enablement: A Guide to Leveraging Technology for Growth
All professions are facing the disruption of the fourth industrial revolution. It’s natural to feel uneasy at the thought of technology like AI being able to execute tasks more accurately, faster, and consistently than we can. Particularly when we do those tasks for a living.
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min read.
eLearning
Beating the Forgetting Curve
As a learning professional who has spent 20 years creating learning programs, it’s confronting to read statistics like these...
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min read.
Sales
Why Salespeople Miss Their Revenue Targets
The majority of salespeople fail and all the research shows that it is trending worse. https://www.forbes.com/sites/shephyken/2018/09/02/77-of-sales-reps-missed-their-quotas-last-year/?sh=362ad07a52e4. Here are the most common reasons for B2B sales failure.
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min read.
eLearning
The ROI on eLearning
All investment in learning delivers an ROI. Some just more than others.
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min read.
Why Opportunity Creation is the most difficult aspect of selling
Rules to live by to master selling on the phone. Why would two people with the exact same script get wildly erratic outcomes positive and negative? What makes people buy from you?
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min read.
Sales
Why You Should Focus on Your ICP
At least 50% of prospects are not a good fit; so why to sellers burn resources where there is low propensity to buy? https://blog.hubspot.com/sales/sales-statistics?toc-variant-a=
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min read.
Sales
Could empathy be the B2B Key?
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min read.
Sales
How to become a sales superhero
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min read.
Sales
Mindset Monday: Earning the Right to Be Successful & Improve Your Sales
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min read.
Sales
Mindset Monday: Your Sales Motivation for 2021
Looking for a weekly dose of sales motivation? This is Mindset Monday by Sales IQ. 2021 is full of potential. We can't wait to see you crush your sales goals!
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min read.
Sales
Operational Excellence at Work Made Ultra Simple
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Storytelling
Sales and the Art of Storytelling
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min read.
Sales
Top 5 stress reduction strategies in sales
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min read.
Sales
Why even the hottest deals go cold?
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min read.
Sales
Why Calling Is the #1 Skill You MUST Master
Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel. Especially when Artificial Intelligence (AI) is imminently threatening your job. Let me rest my case.
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min read.
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