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Recruiting Enterprise Sales – Getting Quality & Quantity

If you’re using LinkedIn to reach qualified sales candidates (which you should be) and not getting the quantity and quality of candidate flow, there’s a reason. Things have changed!  More people are looking, and more companies are recruiting.  It’s about standing...

Epic Sales B2B Hiring Fails

1. Being Emotionally Involved: They’ll sneak in and get you every time if you’re not careful! Allowing emotions to come into play in the hiring process produces bad sales hires!  Usually, emotions get involved when there is no strategy or process.  You meet...

The One Sales Leadership Rule That Cannot be Broken!

There are not many simple rules in sales leadership that you can ALWAYS rely on. Here's one of them... Great sales leaders know how to consistently find, select and hire top 20% sales candidates. It' simple, great teams are made of great people! I know I've tried to...
I’m Tired of Excuse Making From the Sales Team!

I’m Tired of Excuse Making From the Sales Team!

Excuse-making from the sales team drives me crazy!  It’s like saying you give up and you can’t do any better.  The reality is it’s either BS or they just don’t know what to do.  My experience… it’s a little of both.  It’s okay to miss a sales...

Your Big Deals Won’t Close – 4 Reasons Why

Your Big Deals Won’t Close – 4 Reasons Why

You're talking to the wrong companies, too often.You're talking to the wrong people in the right companies.You're talking about the wrong things to the right people in the right companies.Your sales team isn't capable, yet. These are the first four things I look at...

[VIDEO] 3 Keys to Closing Your Largest Deals

[VIDEO] 3 Keys to Closing Your Largest Deals

Does your pipeline have plenty of potential, but not enough closed deals? If you're continually projecting large quarterly revenue increases only to be disappointed then this video is for you. Watch as Jeff breaks down the key elements of a successful sales pipeline.

Breakthrough Sales Growth for Small Tech – 9 Essentials

Breakthrough Sales Growth for Small Tech – 9 Essentials

There is nothing better than enjoying a great steak, prepared medium rare, cooked over hardwood coals, with a side of fresh hot fries, and an inky Cabernet, please.  A quality steak house always does the right things right and it shows in the amazing food it...

Lead Generation Fail – The One Key

Lead Generation Fail – The One Key

No predictability, less than satisfactory volume and poor-quality results! If this is happening with your lead generation, it’s frustrating! The absence of consistent results can leave you feeling like you’re not in control of your destiny and it’s an uncomfortable...

How to Avoid Sales Leadership Failure

How to Avoid Sales Leadership Failure

The average tenure of a Sales VP is now less than 19 months, down from 26 months just 7 years ago.  If you have a 4-to-6-month sales cycle, that can be as little as 3 sales cycles. The Sales VP position is the most replaced position on the executive team,...

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