Sales Culture

Building a Sales Team

Building a high performing sales team is one of the most important responsibilities of every sales leader. When your team is filled with great salespeople, they’re usually committed for the long run. And that translates into reduced turnover and inconsistencies with...

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Effective Sales Coaching, Virtually

Effective Sales Coaching, Virtually

As a sales leader your success is measured by the success of your team. Your mission as a leader is to ensure that everyone on your team can learn and grow so they can meet and surpass their goals. The challenge now is that you work virtually with most of your...

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Building a Great Sales Culture

Building a Great Sales Culture

Todd Cohen is a prominent thought leader on sales culture and is also my great friend and colleague. He states, “sales culture is one where everyone in the organization is in sales.” As Todd emphasizes, learning is selling, and education is selling. He believes, and I...

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Selling with Confidence

Selling with Confidence

I get great joy out of teaching sales at the University of Texas, Dallas Campus. I teach Introduction to Professional Selling to twenty-seven students who are eager to get into the business world and pursue a career in sales. Their enthusiasm makes my job easy! The...

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Are Your Sales Advisors Competent?

Are Your Sales Advisors Competent?

You sit down with your financial advisor to review your portfolio as you are now only seven years away from retirement. The past several years have seen the stock market plummet 5,000 points and indications are pointing to another correction in the near future. You’re...

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Three Characteristics of Winners

Three Characteristics of Winners

The record book is now closed on the Summer Olympics of Rio de Janeiro. Millions upon millions of us watched hours of elite events leaving us with more incredible memories from sports like gymnastics, track, swimming and basketball, just to name a few. As you watched,...

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