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August 10, 2023
When I first became a manager of people many years ago, I was faced with the challenge of leading people that were once my peers. And […]
September 28, 2021
All organizations are systems of conversation, and a sales team is no different. Every day, sales leaders are having conversations with the people on their team, […]
September 23, 2021
The sales function is much more important than a revenue engine. It is the first touch that a prospective client or consumer has to your company’s […]
September 15, 2021
The Sales Manager As the title would suggest, the job is to… manage sales. But what does that mean? Well, traditionally it’s meant handling a myriad of […]
August 30, 2021
I read a brief “how-to” article recently in a newsletter. The advice focused on getting your phone calls returned and one of the highlighted tips reminded me why […]
May 9, 2017
Empathy. (Don’t roll your eyes.) People often call it a ‘soft skill’ – and the underlying implication is that ‘soft skills’ just aren’t as business critical […]