A rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
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A salesperson not accepting a commission-only sales role does not mean that they aren’t “hungry and motivated” or “they don’t believe in themselves.” It means they are smart.
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It is a very personal list. Because what I may consider bad Sales Management is looked upon very favorably by someone else. So, what follows is simply the summary of observations and interpretations over decades of working as and with Sales Managers.
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The Peter Principle is a real phenomenon that can have negative effects on businesses if not addressed properly. Employers should be careful when promoting employees, ensuring that they are prepared for their new role and monitoring their performance closely.
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Jennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
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In the world of enterprise sales, the waiting game is an all too familiar phenomenon -- those long and often frustrating periods of time that sales professionals spend waiting for prospects to make a decision. These waiting periods can drag on for weeks, months, or even years - for large deals.
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To be deliberate means to think or talk something through carefully — it also means weighted and measured, the pace and art of careful decision-making. If you choose deliberately, you make a very conscious, intentional, well-thought-through choice.
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I think that sales-centric and customer-centric are inherently the same. In today’s transparent markets, one cannot sell without putting the customer front and center. Simply put, salespeople work to understand customer needs or problems and then sell solutions that address those.
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Move the needle is an idiom that means to make a change that is noticeable, to modify something so that the effect is measurable. Most often, moving the needle is used in a positive sense, meaning to make progress toward a goal.
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We all have very different ways of coping with discomfort, but the most successful among us believe that withstanding discomfort is a skill that has helped them in hugely positive ways.
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