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Being among the best salespeople in the game can have a ton of benefits. While that may be true, those benefits are about to drop by a whole lot. Starting at the beginning of 2018, the new tax plan has all but removed any deductibles that employees can take related to incurred business expensive. Let’… Read More
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Can you create a convincing sales hook? Whether you are cold-calling a prospect by telephone or generating cold email outreach, you want to snag the attention of your prospect quickly. Is your sales hook catchy, irresistible, does it tempt the customer to ask questions, to start a conversation? In this day of outbound marketing, when… Read More
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“Use the right tool for the job.” It’s a timeless saying that gets to the heart of problem-solving. The right tool can save us countless hours of stress and enable us to focus on other things. Yet this saying misses something crucial: how do you use that right tool? Sales and territory managers may,… Read More
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It’s not enough to have great talent on your sales team. Even when equipped with serious selling skills, it can be a constant battle to keep everyone aligned with the goals and expectations of management while also keeping them motivated and accountable. But what does it really mean for a salesperson to be accountable?… Read More
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Your sales territory management likely isn’t cutting it. But the good news is, you’re not alone. An Insidesales.com survey of large companies ($500 million plus in revenue) found that only 65% percent of field sales reps are hitting their quotas. In the wise words of the lovable screwup salesman, “Tommy Boy” Callahan,… Read More