Over the last year, our lives have changed in ways we couldn’t have imagined. The Coronavirus Pandemic has affected us in nearly every aspect of our lives -including our businesses and the way we sell products and services. Networking events, conferences, in-person meetings, and other ways of attracting customers aren’t available anymore. This means that some…

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A question I get asked frequently is, “How do I manage and mentor my remote sales team?” First, recognize that managing your sales force is like managing any other adult.  As someone with two college-age children, I know that while I’d love to constantly monitor them, all I can do is provide a framework where…

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Both employees and employers have an idea of what attributes make a great employee. Employers are always hoping to find that individual who is so good that they seem irreplaceable, while employees aim to be the person their team can’t live without. At a meeting of CEOs, Michael Gottlieb, founding partner of Momentum Law Group…

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Anyone who tells you that selling services is the same thing as selling a product, probably hasn’t sold services before.  When you’re selling a product you can rely on it’s features and benefits. However, when selling services there are other variables to take into consideration. Services are performed by individuals. Anything performed by an individual…

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Sales talent is essential for the growth of any business. With the changes introduced through a global pandemic, some organizations have struggled while others have thrived. Regardless, there will always be a need for top sales talent. Ask yourself, how might your needs have changed over the past year? What do you need from your…

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