Monthly Archives: June 2013

Turn Leads into Prospects: A Sales 2.0 Approach

Recently we read a post on the Introhive blog, “Why Relationships Trump Leads.” In it, the author (Patrick Ewers) makes an interesting point about control. Namely, that salespeople actually have a lot of control over how they approach leads. In … Continue reading

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The Challenge of Managing Change in a Sales Organization

If change was a gesture, it would look like something, “totally crazy — out of control,” according to Dave DiStefano, President and CEO of Richardson, a leading global sales training and performance improvement company. As he says in this interview … Continue reading

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The Unbearable Unfairness of Sales Forecasts

Time and again, sales forecasts are doomed thanks to blind optimism. Here’s how it happens. Sales manager asks rep how things are going. Rep says things are great. Sales manager asks if rep expects to close all his deals by … Continue reading

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