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Recent Sales Articles
Stop Practicing Random Acts of Lead Generation
On occasion, I’m asked how I come up with topics to write about for my blog or magazines. If you don’t do a lot of writing but thinking about it to give your personal brand a lift, it is a fair question. My suggestion is to write what you know about and/or watch for everyday […]
Balancing the Diversity Scales in Sales
When I started out as an inside sales rep for a distributor selling hardware and software computer solutions, I noticed that I was one of just a few women on the sales team. At first, I didn’t think much about the gender imbalance. I was hired for the role by the VP of Sales who […]
Does Your Sales Experience Deserve a Star Rating?
Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond losing a […]
Inside Sales + Rapid Growth = Leadership Challenges
Inside sales is a popular high-growth sales model used by companies in a variety of industries. In 2017, the Harvard Business Revenue reported that 46% of high-growth tech companies are growing through inside sales versus 21% using outside sales teams. The reasons for rapid growth of SDR/BDR sales teams vary but one thing is clear, […]