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Attracting and hiring the right talent is mission critical.  With unemployment under 3 percent in some areas of the country, it’s not uncommon for us to hear of job openings sitting unfilled for months, or even more than a year!  This is not good for any business as it looks to achieve its goals –…

When I started in sales, my CRM (customer relationship management) “system” was a shoebox filled with 3 x 5 cards and a spiral bound calendar.  I’d fill out tracking sheets on the “hot prospects” and report my calls to a voicemail box. And then there were the KPIs (did we even call them KPIs then?!)…

Don’t Just Look at the Finances to Improve Earnings If you’ve spent any time in the business world, you know the drill. Each month, the reports are compiled and sent to the executive team. You pour through the reports, looking for the good, the bad and the ugly. The good you celebrate for a few…

Over the years, I have marveled at leaders, speakers and influencers who demonstrate the ability to stay relevant year after year, decade after decade. I have had the good fortune to study and in many cases, meet quite few. Two leaders that stand-out are The Vanguard Group’s John C. Bogle and JPMorgan Chase’s Jamie Dimon. …

I am one of those people who loves great quotes; I truly appreciate the art and science behind taking a select few words and putting them together in a way where the result is something profound. Over the years, I’ve pulled aside some great ones that really “reach” me. And while there are fantastic marketing…

Business technology is changing at a fast & furious pace. It seems like every day I see a new CRM, a “groundbreaking” marketing automation tool, the latest sales automation app, a “souped-up” time and attendance software – or any other number of new programs. What do they all have in common: they promise by using…

Imagine that your business isn’t doing so well. Let’s say sales are down (or are flat) in your company and have been for a while; it certainly makes sense that you’d look to improve poor results. You look around and it seems to you that sales training is an option that might help. You think…

Admit it…you want the secret formula to catapult your sales. Right? “Do what I tell you and the big sales will follow.” “For only $99 you can learn the magic and increase sales by 300%!” But, I’m sorry to tell you, it just doesn’t work that way. Any “snake oil” sales trainer that tells you…

People will remember your stories before they remember your sales pitch.  ~ Gennia Holder One of the best things about being a VP of Sales is being able to see the different styles that sales people utilize to deliver a message and overcome objections to a sale. Over my career, I’ve seen hundreds of sales…

A Rusty Process Will Not Get the Candidates You Want…what you can do to improve your Millennial sales recruiting results Both the Harvard Business School and the Wall Street Journal have reported on the difficulty employers have in attracting and convincing Millennials to work in sales. Companies emphasize that they can strengthen revenue if they…