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How to Empower Reps to Own their Performance Improvement

August 23, 2021

Coaching is a privilege, not a right. Ultimately, the rep has to decide whether they want to develop themselves or not. The responsibility for…

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Effective Sales Leadership Skills Boil Down to These Two Words

April 18, 2016
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Over the past nine months, I’ve had conversations with over 350 sales…

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The Paradox of Pre-Call Research in Sales

April 7, 2016
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This is promotional for Owler but I don’t care because it rocks. Owler is…

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Man dialing a desk phone at work

Phone Call Recording Laws: Practical Advice for Recording Sales Calls

February 23, 2016
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Show me a sales leader who doesn’t want to record the calls…

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Storytelling vs. Story Selling: May the (Sales) Force Be With You

January 17, 2016
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As salespeople, we must shift our focus from “Will I close this…

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Building Trust at the Top of the Sales Funnel

January 16, 2016
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Outbound messaging impacts the trust foundation, the most powerful force multiplier in…

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