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What Modern Sales Has in Common With Sports

What is your definition of sales? If you ask ten sales reps, that question will get you ten different answers. The dictionary defines sales as “the exchange of a commodity for money.” That definition makes us wonder if Webster spent any time actually trying to sell their dictionaries. In the real-world, sales is a complex and […]

11 Famous Golf Quotes to Improve Your Sales Game

You are not as good as you think, is a phrase that whispers in my head after a round of golf. Sales is a lot like golf. The more you practice it, the more you realize how much there is to learn. And just like with golf, we also keep score and measure our sales […]

Sales Lessons From the Hundred Acre Wood

Whether a galaxy far, far away or the Hundred Acre Wood, the fictional world can be as real as our own. For generations of children, the Winnie-the-Pooh stories feature adorable, anthropomorphic animals. Since 2000, however, many mental health professionals see the characters as distinct, very adult, disorders. Although this read can be controversial, it is […]

Tom Brady: The Best Sales Rep That Never Was

You don’t need to be a football fan to know that Tom Brady is the greatest quarterback of all time. His accomplishments on the field are unequaled in the history of football. Between his 7 Super Bowl wins and 5 Super Bowl MVPs and his 243 regular season wins, his record as quarterback is the […]

How Much Selling Do You Really Do?

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. That equates to just 13.2 hours per week. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. In this article we will outline […]

What Type of Sales Training is Right For Your Team?

Congratulations to your company for surviving the pandemic. Things sure looked bleak for a while. You might have needed to lay off staff, but you made it through the downturn. Now the economy is growing again and you are looking to hire more sales talent for your team. That’s the good news. The bad news […]

Do Your Customers Feel Appreciated?

Today, most calendars list appreciation days for everyone and everything. Cat appreciation (August 7). Dog appreciation (August 26). Llamas (December 9). Teachers, nurses, customers (May 3, May 6, April 18). That’s right. We should appreciate customers on April 18, but do we take them for granted the rest of the year? Sellers should appreciate customers […]

Why Creating a Great Product is Only Half the Battle

When Og, chief cutter of square, stone wheels, accidentally chiseled a round wheel, he had no idea what he’d done. Only later, fitting the round wheels to his cart, did he realize the benefit. However, it still took the painstaking efforts of Ug, Grr, and Arg to bring his invention to market. And so, it […]

Infographic: How Sales Reps Are Perceived

The world of sales has changed dramatically: buyers are better informed, with access to a global marketplace at their fingertips, and have higher expectations of the salespeople they interact with. Through their research, we’ve identified four different and distinct relationship levels that sales professionals can earn with their customers.