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Expand Your Knowledge

Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.

Not sure where to start? Here are our top picks:

Building a Modern Sales Operating System
5 Areas Sales Teams Should Focus On for Results

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All Categories
  • All Categories
  • AI in Sales
  • Compensation
  • Competition
  • CRM
  • Employee Management
  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
  • Sales Leadership
  • Sales Process
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Strategic Planning
Businesswoman happy to have achieved entrepreneurial freedom.
Sales Consulting

Independence Way: Finding the Freedom to Fulfill Your Purpose

Every year on July 4th, we celebrate American independence – independence from being controlled by others; independence from not having a say in our futures; and independence from being unappreciated and disrespected and undervalued. When we, as a nation, declared our independence, we asserted our collective rights to self-determination. Now, nearly 250 years later, we can draw inspiration from the ideals of American independence as we pursue more individual levels of self-determination. This desire to control our futures is a key reason so many sales professionals and sales leaders today are choosing the “Independence Way.” Here’s what that means and …

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Business woman presenting solutions to a client.
Sales Process

Believing in the Sales Lifecycle, Part 3: Solutioning, Overcoming Buying Reticence, and After Gaining the Buy

In this series, we have explored the stages of the Sales Lifecycle. First, we discussed building your prospect lists, as well as knowing and understanding your product/service and its ideal client, available here. In Part 2, we covered best practices as you reach out and connect with a prospect, spending time in discovery in the Connection Phase. After completing the Connection Phase, you have uncovered problems they are facing, internal challenges, and consequences for not making changes. You believe you have effective solutions that can support their strategies and solve their problems and challenges. More importantly, they are solutions they …

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Business people shaking hands and making a connection.
Sales Process

Believing in the Sales Lifecycle, Part 2: The Connection

In the first part of my series, “Believing in the Sales Lifecycle,” I discussed the Pre-Work and Pre-Discovery stages, including understanding your product/service and pinpointing and building your client potential. If you missed these crucial steps, take time to review them first, here. Once you have completed the pre-work and identified and researched your potential client list, it’s time to move on to the most important stage: The Connection. STOP! Let’s make one thing abundantly clear from the start: at no point during the Connection Phase are you focused on solutioning to the client. This is the #1 mistake that …

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Artificial intelligence working in conjunction with humans
Sales Strategy

Artificial Intelligence in Sales: How AI is Changing the Future of Sales

Make it easy. Make it work. And make it right. These critical imperatives could easily be the customer service mantra of many business professionals – including sales reps and sales leaders. They can also sum up the goals, benefits, and evolving impact of artificial intelligence (AI) in sales. But as AI continues to spread its influence on the buyer’s journey, what does the role of AI in sales look like – and what does the future of AI hold for sales processes and for sales organizations as a whole? Consider the following: What is Artificial Intelligence? Simply put, Artificial Intelligence …

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Sales leaders evaluating who and what they need in their teams.
Employee Management

How Sales Teams Can Practice Proactive Rather than Reactive Hiring

Although most people know that hiring strategies have a major impact on their business goals and the success of their team culture, many companies phone in their hiring processes. They wait until they need to fill a crucial position rather than beginning the process early. This is known as reactive hiring. Often, those who practice reactive hiring simply don’t consider what hiring strategies will be best for their recruitment needs now and in the future. They have their mindsets stuck on solving problems rather than proactively growing teams. The risks of this approach are magnified right now because of the lingering effects of …

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Different leadership styles
Employee Management

Understanding Your Leadership Voice

A few weeks ago, I attended a Vistage seminar on Transformational Leadership led by Brett Pyle, author of Your Extraordinary Why. The focus was to recognize your Leadership Voice and how to help those around you find and identify their own voice. The biggest takeaway from this talk was that each of us in a leadership position has a dominant voice, with defined strengths. So, what are these distinct leadership styles? Intellectual – strategic, visionary, analytical Physical– lead by example, a doer, tactical Conscience– spiritual, values Emotional– empathetic, passionate, caring Think for a moment: what is your go-to leadership style? …

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Sales Xceleration Framework