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Custom sales training stops the golden nugget BS!

I used to be guilty of saying, “All sales training is good, some programs are just better than others. You can always learn a golden nugget.” Now, after years of sales leadership experience, I know better. The “golden nugget” concept is BS. Why waste a day of sales...

Simple approach on how to motivate new hires

Here’s a simple approach on how to motivate your newly hired sales team members. Take them to lunch on Day One. During lunch, tell your new team member why you hired them, and then get to know each other as people. How sharing with people your reasons for hiring them...

Stop, speak to me in dollars

During my career as a sales manager, I once approached my CFO seeking budget approval for an investment in technology.  I thought the technology would help my salespeople sell more. Shortly into the conversation, my CFO said, “Stop.  Speak to me in dollars, numbers,...