Category: Sales Leadership

Five Sales Management Trends for 2018

Experts Predict Top Sales Trends to Watch We’ve collected predictions on sales management trends from a few of our favorite sales industry resources. As you fine-tune your plans for 2018, consider the following. 1. Millennials Will Have Increased Presence Millennials

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Using the Exec Team to Pursue Large Accounts and RFPs

Should the Exec Team Get Involved in Pursuing Large Deals? Yes, the executive team definitely needs to be involved in pursuing large accounts and RFPs. When Sarbanes-Oxley came out, the rules of the game, and how companies do things, changed.

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What Should a Sales Manager Do to Increase Sales?

Before I tell you how a sales manager increases sales, let me first define what I mean by a sales manager. No matter their actual title, sales managers are anyone who has salespeople reporting them. Some people may have the

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How to Teach Sales Reps to Close Larger Accounts

It Takes a Team to Close Larger Accounts The way to teach your salespersons to close deals for large accounts is really a loaded question. You can’t teach the sales reps to do it on their own. Parts of the

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