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This Mindset Shift Can Make You A Sales Coach

When companies train sales managers to be more effective coaches, more of their reps meet their sales quota and revenue increases, according to the Association of Talent Development. This correlation alone should be enough motivation for companies to train sales managers to be coaches. However, in my experience, most sales managers have never been appropriately…

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You Need To Know How To Diagnose A Revenue Gap

In his book, “When Breath Becomes Air” neurosurgeon Paul Kalanithi discusses an informal diagnostic practice he developed with a fellow surgeon in the stress of the trauma room. They would use the size of a state’s population to summarize the severity of a head injury. For example, one patient may be a “Wyoming” and another…

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Is Your B2B Sales Process Changing To Meet Buyer Needs?

Recently, I had the honor of attending the 2018 Miller Heiman Group Global Sales Conference in Cancun. As an Independent Sales Consultant for Miller Heiman Group for many years, this is by far the most exciting time in the company’s history. I’d like to share a few highlights for my fellow sales, service and leadership…

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How Sales Can Give Women A Bright Professional Future

As a 20-year-old college graduate (many years ago), my first job was as an account representative in the advertising industry. My father had a very successful career in sales that led to senior leadership positions, and he encouraged me to stay on the sales path, emphasizing the appeal of a flexible schedule, lots of variety…

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How To Launch A Sales Enablement Effort With Tips From The Field

Sales enablement is one of the hottest topics in the industry today, but this strategic discipline is often new territory for many organizations. As a result, building a sales enablement function can come with more questions than answers. Where should this department sit—in sales, marketing, or operations? How will it interact with other departments and…

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4 Powerful Life Lessons From Abby Wambach’s Inspiring Speech

Two-time Olympic gold medalist and FIFA Women’s World Cup champion Abby Wambach’s now famous commencement speech to the Barnard College 2018 graduating class moved me. (You can read it here or watch it here–it’s worth the 25 minutes.) My passion for developing and supporting leaders and helping sales organizations improve is matched by my passion…