Two Experts on Sales Management vs. Sales Leadership

A few years ago I interviewed Jason Jordan (author of the best-selling sales management book “Cracking the Sales Management Code“) and Ken Thoreson (of Acumen Sales Management Group, Ltd – author of “40 Critical Sales Management Activities that Drive Results“). Here I gleaned their thought son sales management and asked  Read More >

The CHAMP System

The CHAMP System includes these key areas: CHAMP Selling Methodology CHAMP Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP Sales Metrics & KPIs CHAMP Elevator Pitch & Unique Value Proposition System CHAMP Negotiations

Daily Habits of a Highly Effective Sales Rep

What does a successful quota-carrying sales rep do every day? It’s no shock to learn that the best reps in the business are incredibly focused, organized, and clearly plan out each day with a set goal in mind. Here I wanted to share what I believe to be some highly-effective  Read More >

The 10 Chapters Your Sales Playbook Must Have

Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and  Read More >

The State of Sales 2.0 Today

Sales has changed. That’s no secret; the advent of technology and the evolution of the educated customer has forced sales organizations, sales managers and sales reps to change the way they used to do their jobs. According to The Corporate Executive Board (CEB), 57% of the purchase decision is completed  Read More >

Top 14 Sales Skills Every Sales Rep Must Master

What skills help make a quota-carrying inside sales rep successful? There is a complex set of skills that every ISR must possess in order to sell effectively and, as a sales manager, it is your responsibility to train and coach your reps extensively to enable them to succeed. Make sure  Read More >

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zorian @zorian
Zorian  @zorian
Awesome - Jules will retire as a Patriot 
Zorian  @zorian
RT @LV_Sports:If you are afraid of failure you don't deserve to be successful! -Charles Barkley 
Zorian  @zorian
Really good lesson from @jchernov for everyone who is a recruiting manager. Hey Joe & @VeryGoodCopy, thanks for sh… 
Zorian  @zorian
@auren Fair enough, I know they are much bigger than most and have unique quant strategy. Can't claim that I've mon… 
Zorian  @zorian
@Pro_Nuke @OskaArcher @Feanor234 @HBO True. But tens of thousands of people had a high dosage of radiation and tha… 
Zorian  @zorian
@Feanor234 @OskaArcher We need @clmazin to chime in and let @HBO do a real documentary and interview senior people… 
Zorian  @zorian
@auren I think may be a sampling bias 🙂. They have a different approach and they are close enough to Manhattan wher… 
Zorian  @zorian
@OskaArcher @Pro_Nuke @Feanor234 Exactly. I think like tens of thousands died at a much younger age from various d…