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Phillip Brand

Sales Professionals Take Responsibility

By Phillip Brand At a recent event, a group of salespeople were asking each other: “What do you mean when you say, sales is a profession and career?” This has come up many times as professional salespeople struggle with those in the business who do not take responsibility for their decisions. Clients appreciate a salesperson […]

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Jill Johnson

Stalled Sales? 

Get Unstuck by Engaging in a Strategic Market Analysis By Jill J. Johnson If you are struggling with sluggish sales, there are two critical areas you must review to address the situation. The first is determining if the slowdown is due to changes in your target market. The second is determining if your sales and […]

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Jill Johnson

Target Marketing: Enhancing Your Sales and Marketing Effectiveness

By Jill J. Johnson Your customers can be grouped according to a variety of different identifiable characteristics that reflect their specific needs and interests. These needs and interests impact their attitudes toward purchasing decisions. Each of these groups is called a target market. Target marketing is the response to identified market needs. These needs will […]

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John Waid

Sales Culture Eats Strategy for Breakfast

By John Waid How to Create a Sales Culture for Increased Profits, Faster Revenue Growth, and Better Salesforce Retention Don’t you wish your salesforce sold twice as much as your competitors, your business was extremely profitable and your salespeople and customers loved you? Is this even possible? Chik-fil-A produces twice as much revenue as any […]

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John Waid

The Three Values of Great Salespeople

Put on Your C.A.P. and Evolve as a Leader in Sales  By John Waid Don’t you wish you felt like someone wasn’t trying to merely sell you something and instead was really on your side and wanted you to be happy with what your purchase? Wouldn’t a world with less pushy salespeople be nice? The […]

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Gregory T. Reinecke

1+1=7: Leveraging Value-Based Healthcare for Positive ROI

By Gregory T. Reinecke Change is about change! In the healthcare industry, the Patient Protection and Affordable Care Act of 2010 included another definition for clinical success. The government determined success to mean a patient does not return to the clinic within thirty days of original discharge. This is now old news. Yet a survey […]

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Evan Hackel

The Cost of Poor Performance

Why failing to train your employees costs a lot more than you think By Evan Hackel Many people have heard this story, which has become a legend in the training industry. A CEO and department head were having a brief conversation after their monthly strategy meeting, where the focus was on employee training. The CEO […]

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Todd Cohen

Vulnerability is Money in the Bank

By Todd Cohen Many factors can affect one’s feeling of comfort and security for their jobs and livelihoods: A shifting and unsteady economy. Tumultuous global events. The unforeseen and unpredictable can shake one’s confidence to the core. You see the same phenomena with anyone who has something to sell—which is all of us. Regardless of […]

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Tony Cole

How to Win Business in Any Market at Any Time

By Tony Cole Selling in any market is one of my favorite keynote speeches or workshops to deliver. When addressing a group of sales people or sales managers, I always create a stir when I loudly pronounce that the way to sell in any market is to “Stop making excuses and just sell.” When there […]

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Bob Phibbs

Motivation Beyond Commission

3 Ways to Get Your Employees to Sell By Bob Phibbs Motivating employees. It’s always tough in any business. Your goal is to be the go-to name in your field or industry, but you know you haven’t got a snowball’s chance in hell of seeing that level of success unless you can truly engage your […]