the problem with sales dashboards

More coaches, less dashboards Not going to lie…there are times when I just cannot figure out how to turn things around in my team’s performance and the monkey in mind taunts me, trying to get me to believe I’m: But here’s the thing – while my dashboard may signal we’re hitting all the right inputs,…

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best way to research

the one on one logo

The challenge with research The biggest challenge I see most sales leaders make is telling their people to research, but not showing them HOW to do it or what GOOD looks like. The result? With reps getting lost in researching, unsure of what to look for and when enough is enough, you’ll end up with…

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 the best cold call opener

The best way to open a call When a prospect answers a cold call, there are four questions they’re likely asking themselves: Knowing these are the kinds of questions a prospect has when they realize they’re on a cold call, sales reps have to quickly help the prospect answer them. This is where a great…

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objections that’re BS

Objections, objections, objections In my main job, I manage a team of sales development representatives (SDRs) responsible for generating qualified opportunities for our account executive team. The most important reason I mention this is because the majority of our job includes handling objections. If a rep knows how to handle objections well, they succeed in…

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feeling mishire woes?

They did well at their last org, but… After my send from last week on hiring faux pas’s, I got a question from a reader that I was too good NOT to share and write an entire newsletter in response to.  Here’s the question from the reader: I’ve had a couple mishires with people who…

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hiring faux pas’s

Avoid hiring faux pas’s The other day, I got some really critical feedback from a candidate I had spoken with briefly. Without going into too much detail, they had some choice words for me about how they thought I showed up. While I’m not sure everything they shared was a fair assessment, I did walk…

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