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5 questions every employee should be able to answer


January 11, 2013 by Bob Hill

Leaders can’t always be there to provide the best response.  More…

4 questions to ask software vendors


December 31, 2012 by Jim Giuliano

One of the scariest purchases any business can make involves software, including upgrades. Asking the right questions can make the process a little less intimidating.

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The top 4 reasons average salespeople fail


December 21, 2012 by Bob Hill

In many cases, the real reason a salesperson is struggling may have a lot more to do with the parameters he or she is working within, than it does a lack of natural skill.   More…

66% of salespeople believe their results would improve if …


October 2, 2012 by Bob Hill

A new study by the Sales Benchmark Index reveals a fatal flaw in the average training and development process.  More…

75% of managers say they’re not ready for this


August 7, 2012 by Bob Hill

A new survey reveals the majority of supervisors could wind up in the wringer if the job market continues looking up.  More…

Study reveals hidden key to high performance, morale


July 31, 2012 by Bob Hill

More than 40% of managers who make use of this tactic report it has increased daily productivity across the board.  More…

This week’s quiz: Legal do’s and don’ts of hiring interns


April 17, 2012 by Jim Giuliano

Bringing in an unpaid intern – usually a student – for the summer has its advantages for an employer, including getting an early look at someone you might want to hire someday on a permanent basis.  To test your knowledge of the U.S. Labor Dept. laws governing the use of unpaid interns, respond True or False to the following:

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5-step plan for better prospecting results


March 19, 2012 by Bob Hill

At its core, prospecting boils down to nothing more than a simple game of addition and subtraction.   More…

’11 Rules You Won’t Learn in School’


January 5, 2012 by Bob Hill

You may want to buy a copy of this book for every new hire fresh out of school.

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3 best practices your sales force needs in 2012


December 7, 2011 by Jennifer Azara

If “increase sales” occupies a spot on your organization’s 2012 to-do list, there’s brand new information you need to know about. More…

5 ways to maximize the impact of sales training


August 16, 2011 by Bob Hill

A best-selling sales author shares his keys to training success.  More…

3 lessons every company can learn from the Netflix debacle


August 10, 2011 by Bob Hill

When Netflix recently decided to change its pricing model, it set off a chain reaction that could ultimately result in the loss of nearly 3 million customers. More…

Why salespeople avoid referrals (and what you can do about it)


April 1, 2011 by Bob Hill

Time and again, research has proven referrals are the best way to close more high-probability prospects. So why do salespeople constantly avoid asking for them?  More…

The benefits that attract the best employees


March 22, 2011 by Jennifer Azara

It’s the little things that count … when you are looking to hold onto your best performers or attract future superstars to your company.  More…

Sales managers say this area cost them $50k in 2010


December 21, 2010 by Bob Hill

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A third of sales managers claim poor decisions in this one area cost them at least $50,000 in 2010.  More…

How to tell if you’re asking the right questions?


December 9, 2010 by Ken Dooley

Some questions uncover hidden objections and place salespeople in a better position to close. Others … well … don’t. More…

Study: Managers don’t know what they don’t know


November 22, 2010 by Bob Hill

A recent study involving more than 1,100 front-line managers found most of them had severe misconceptions about their ability to lead.  More…

20-Minute Sales Meeting: Boosting reps’ prospecting prowess


August 10, 2010 by Ken Dooley

The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with prospects, they can’t win new business. More…

Your next sales meeting: Keeping the prospect pipeline full


July 13, 2010 by Ken Dooley

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Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time. More…

11 telltale signs of bush league salespeople


June 17, 2010 by Ken Dooley

Pro ball players who continually make mistakes are demoted to teams in the minor leagues. These players are called “bush leaguers.” Sales also has its share of bush leaguers, who constantly make the following mistakes: More…


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