Culture is established from the inside out, not from the outside in…You will have maximum cultural impact when you can cause people to want to take a certain action, and enable them to cause others to want the same…The following four characteristics highlight the power of influence and why it is more effective than control…

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Many sales organizations track the reasons why their deals were lost, but this only paints part of the picture. Let us examine one highly valuable lost metric that is often overlooked…

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We’ve heard it said that a picture is worth a thousand words. If that is true then the converse is also true: a thousand words are worth a picture. What I mean is that if it requires a thousand words to explain, then it’s complex. If it’s complex, then it needs to be mapped out. It needs a picture. The 7 steps to “Whiteboard Thinking” will help you to define and simplify any complex problem so you can tackle it with clarity and confidence.

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What if 100% of your sales team members are not passionate evangelists of your process (imagine that!)?…The following guidelines will help you to continuously increase adoption…How do you drive adoption? You don’t. You inspire adoption!

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Here’s the challenge with BANT that many companies will admit: “If I hold to all four criteria, then I will not qualify enough leads. But if I remove any one criterion, then I will qualify too many leads. Either way, I can’t win!” Yes, you can win. There is another way that is easy to deploy and can be quickly configured in most SFA or CRM systems…

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…I thought of various people who had reached great heights of success after a lifetime of hard work, only to see it all tragically destroyed because of one pivotal moment’s decision. I had to ask myself…”When I achieve my desired success, will I have the character to sustain it?”

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Influential sales reps can have an even greater impact on sales teams than management, whether good or bad. The wise manager will know how to identify and leverage that influence to his or her advantage. One’s indirect influence through others is greater than the direct influence through oneself alone.

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Can top sales performers be duplicated? Read Sam and Jen’s perspectives and add your own!

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When you hear “automation” as a sales person do you think of efficiency or of losing control over your sales process? Post your comments!

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Moderator:
Sam and Jen, your topic of debate has to do with acceptable negotiation practices. Is it acceptable to falsely inflate your initial price in order to discount during negotiations?

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