Top 5 Reasons Why Customers Aren't That Into You

According to a new survey by Harvard Business Review, 81% of buyers would rather work with a salesperson who have the “same mannerisms” as they do. It’s no surprise that people prefer to work with those they feel a connection with, but what specific “mannerisms” and selling behaviors did the customers list as being the most offensive? Here’s the list:

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Creating Space for Risk in the Sales Organization

Cruising quietly in the middle lane of every sales organization are the 70%ers, a vast group of sales reps whose performance lands them square on them on the hump of the sales performance scale. What differentiates this group from their incentive winning peers? Aptitude for risk-taking.

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Lose a Sale? Here's the Post Mortem Your Team Needs to Do

The deal seemed to be going so well. Yes it was a complex sale with many agendas and personalities involved, but the prospects all seemed to be on board. When suddenly, your rep reports that the emails stopped flowing, the return calls stopped, and meeting requests went unanswered. Have you been there?

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How to Navigate Complex Sales with Don Mulhern

An excerpt of Selleration CEO Nick Rini’s interview with sales enablement expert, Don Mulhern.Before starting his own firm, Don rose through the ranks of Verizon’s sales organization to become from account manager to VP of Sales with several sales leadership positions in between.

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Does Your Sales Team Have a Modesty Problem?

When you think about the one character trait that differentiates the most successful salespeople from all the rest what do you imagine? Charm? Intelligence? A highly competitive nature?

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How to Compete With Your Most Demanding Sales Competition - Yourself

Do you measure yourself against the other reps in the sales organization and strive to be the top producer?

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To Fire or Not to Fire? How a Virtual Termination Oracle Can Help

Ever fired someone? It’s a hell of a lot harder than it seems. And oddly, with more experience leading people, making that decision becomes even more difficult. At least for me it has.  At this stage in my career I better understand the overall impact to all involved than the first time I let someone go.

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3 Things Sales Managers Can Learn About Their Reps With 1 Simple Test

Not psychic? Of course you aren’t. But that doesn’t mean you can’t get a window into the minds of your sales reps. Sales assessments may not make you psychic, but they can offer sales managers insights into the selling mind of every rep on the sales team- and make the life of any sales manager just a little bit easier.

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How to Be a Better Sales Coach

If you are like most sales leaders, you ended up in sales management after a successful career as a salesperson. But that doesn’t mean you’ve cracked the code on sales management. Here are 3 tips to sharpen your sales coaching skills - that you have probably never thought of.

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How to Quantify Sales Performance

Sales management needs to objectively quantify the performance of sales reps on an individual basis and have at-a-glance data at an organization level to make decisions that drive sales and build customer relationships.

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