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San Diego Sales Enablement AA-ISP Panel Recap

San Diego Sales Enablement

Recently I had the honor and privilege to moderate a panel of San Diego Sales Enablement experts. Sales Enablement is a growing topic of discussion as companies look for ways to increase revenue or make sales more effective without adding headcount.  However, it’s still a very new topic and most companies are at the ad […]

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The Myth of Hiring a Trained Sales Rep

The Myth of Hiring a Trained Sales Rep

At a recent AA-ISP panel discussion among highly experienced, rock star sales reps, what was the top requirement that they had after a strong culture?  Training.  Yep.  The already successful, “trained” sales reps want more TRAINING.  Each of them wanted a couple of weeks to learn the product and a playbook to work from. And […]

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Sales Leadership Lessons From 1778

Sales Leadership Lessons From 1778

  Today when we honor the many people who have given so much for the freedoms we revere, I want to talk about a lesser-known patriot who arrived at the right time and did what needed to be done to help then General Washington save the Continental Army during the terrible winter the Army spent […]

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How to Hire an Inside Sales Team in San Diego

How to Hire an Inside Sales Team in San Diego

Whether you are just starting a business or taking your business growth to the next stage, an inside sales team can be your most valuable resource.  But before you set up your inside sales team in San Diego, whether you are based here or decided it gives you a good outpost on the west coast […]

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2017 Sales Kickoff Meeting—How to Make Yours Have Impact

2017 Sales Kickoff Meeting—How to Make Yours Have Impact

If you are like many Sales Leaders, this is the time of year when you turn your attention to the annual sales kickoff meeting. You picked a date, lined up an offsite meeting space with great food, planned a team-building activity and had travel booked for everyone. All set! Right? Not so fast. Don’t let […]

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Social Selling, 3 Years Later

Social Selling, 3 Years Later

It’s been 3 years this month since I started teaching Social Selling, and 3 years since the launch of LinkedIn’s Sales Navigator. What’s interesting to me is that there is still such a divide among sales professionals with respect to social selling.  There is the enthusiastic “all in” group who started social selling practices early […]

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Social Selling Training: Time for a Redesign

I wasn’t really shocked or even surprised that CSO Insight’s 2015 Sales Enablement Optimization Study ranked Social Selling Training as ineffective. “Social selling training services were ranked as the training service with the highest need for major redesign (33%)” In the past two years, I’ve seen way too many self-proclaimed “experts” reducing social selling to […]

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6 Takeaways from AA-ISP Inside Sales Leadership Summit

The AA-ISP Inside Sales Leadership Summit is in its seventh year, bringing together over one thousand individuals dedicated to the inside sales profession.  The two and a half day event is chock full of sessions dedicated to this growing field. There are so many options that it’s impossible to attend them all. Here are some of my […]

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