The Leadership Factor – SalesRepRadio

Being successful in sales nowadays requires a whole lot more than your basic product knowledge, list of probing questions and answers to common objections. In today’s world, we need a powerful attitude that’ll elevate us to that of an equal to our buyer.

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It’s Not Really a Consensus Sale (So Don’t Treat it Like One)

As spending authority rises higher within organizations, the number of senior managers or executives able to sign off on significant purchases declines. But because leaders are more likely to seek the opinions of others, there’s been a proliferation in the number of people involved in the buying process. As a result, sales professionals are overinvesting, …

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Seven Executive Leadership Lessons In Honor Of Star Wars Episode VII

As a lifelong fan of Star Wars, I found it exciting when the third trailer for the upcoming Star Wars Episode VII, The Force Awakens was released. Part of the appeal of the Star Wars saga is that it is the classic hero’s journey. But there’s a lot more. Having worked with leaders in over 25 different industries, I …

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Why Your Cross-Selling Strategy Doesn’t Work

If your sales team has trouble cross-selling, it isn’t because you have a cross-selling problem. You have a selling problem. Here’s the rub. The promise of more to offer customers sounds wonderful as a growth strategy. And the ability to provide more for clients is unquestionably attractive. But how many times have you heard about …

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Sales Leaders Must Create a Culture of Selling

It’s common for a CEO to say he wants a sales culture, or more specifically, a culture that supports sales. It sounds good especially to shareholders and corporate boards who have a sense that selling is kind of important for achieving revenue growth. Sales teams like to hear it, too, as it feels like recognition …

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How to Use Your Sales Team Most Effectively to Drive Organic Growth

Of all the strategies for growing your business, organic growth is the most daunting. But with the uncertainty and high failure rates of M&As and partnerships (most studies indicate between 70% to 90% of the time they fail to meet stated objectives), organic growth is also the path to the highest value for your business. …

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The Hidden Leader in Revista Avianca

The Hidden Leader is being promoted in Revista Avianca this month: (Click image to view pdf. Then scroll down, after cover image) Revista Avianca is a Colombian in-flight magazine that reaches 4 million business travelers every month.

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The Hidden Leader: Discover and Develop Greatness Within Your Company

Who are the hidden leaders in your workplace? Can you spot them? They could be right in front of you, mixed in with the worker bees and confident extroverts. Hidden leaders are enthusiastic employees who make good decisions, listen well, and are considerate of others. With a strong sense of fairness and integrity, they often …

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