January 31st, 2019
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How To Establish an Effective Sales Playbook

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What Difference Can an Effective Sales Playbook Make?

Think about sales “teams” you’ve been around in the past that have not adhered to an established sales playbook. Each salesperson uses their own methodologies and processes and every time they lose a deal to the competition or a no-decision, everyone points fingers at each other instead of identifying the root cause. Without this process, there is no sharing of information that will allow the rest of the team to avoid repeat mistakes. Continue reading “How To Establish an Effective Sales Playbook”

January 16th, 2019
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Sales as a Service : The Benefits of Outsourcing Your Sales Department

Outsourcing Sales Department

What Is Outsourcing?

There are many trends in the sales industry that are taking off. One of these trends is outsourcing specific business functions, particularly sales. Outsourcing is a practice used by companies to reduce costs by transferring portions of work to outside suppliers as opposed to completing it internally. While outsourcing your sales department can present some challenges, it can be an efficient way for many companies to drive down costs while increasing revenue and output if done correctly.

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January 4th, 2019
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December 26th, 2018
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The True Cost of a Toxic Sales Culture

What is The True Cost of a Toxic Sales Culture?

Employees have to feel comfortable and secure at work, but the pressure of making profits and selling particular numbers each day can result in a toxic sales culture. As the leader or manager, you have influence and power, which means you could be the one creating that toxic environment. Your goal is to motivate your employees, but a tough-love attitude can quickly cross over to abusive. While some people believe that being unforgiving and tough is the best way to manage everyone, the truth is that each person on your team must be managed differently.

 

What enforces the rules with one person may not work with another. You can scream and yell with some people, and that’s the only way to get the point across, but with most people, politeness and compassion work much better. Read on to learn about the characteristics of a toxic sales culture and the affects it can have on an organization.

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December 19th, 2018
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How To Sell Strategically

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How do you sell strategically?

Selling strategically is a phrase that most sales people have heard and wonder about. It’s no question that sales professionals are always looking for the most efficient and effective way to sell their products or services. While strategic selling isn’t necessarily easy, a carefully laid out plan can boost revenue and help your business gain an upper hand against your competitors.
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