Decades ago, sales was done as a relationship sale – over dinner or drinks (or both). You met with the same person over and over again, because you had an actual relationship with him.

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Front line sales managers are a jack of all trades: sales experts, strategists, coaches, mentors, psychologists, and cheerleaders. Their highest priority is making everyone around them better.

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In true solution selling, you can’t win a deal on the first or second call, but you can certainly lose it.  

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Sales managers will tell you that there’s a difference between taking an order and actually selling, and they’re absolutely right. Good salespeople don’t wait for deals to come to them – they go out and get them.  

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For all of you who don’t know: Sales is hard. Really f*!@^%g hard. I’m not talking about order fulfillment – that’s not selling.

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A consistent challenge facing many marketing departments is understanding what content truly works in a sales situation. It's not often Marketing get to experience a sales call and it’s rare that they get feedback from Sales about what worked and what didn't. It’s even more rare that Sales and Marketing ever hear from the customer what content resonated, and the rarest yet is that they get quantitative feedback. If we're to lay to rest the old adage , “I know half of our marketing budget is wasted, I just don’t know which half” then we need to continue to evolve the effectiveness of our content.

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