sales

What Successful Sales Leaders Know To Be True

by Karen Jackson | No Comments

Anyone who’s ever held a sales position can share a horror story, likely 2 or 3, about working for a terrible sales manager.  The bad ones are easy to spot: ego driven, never wrong, hung up on process, excellent at alienating customers.  The successful managers are less obvious, and that’s because the focus is on their team, a team that’s humming, making its numbers and creating life-long customers. And somewhere in between are the mediocre, not necessarily disasters, but certainly not positioning the company for growth. continue reading »

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Keys to Hiring Great Sales Talent

by Karen Jackson | 6 Comments

Small business owners frequently lament about their difficulty in hiring great sales talent. It’s not easy to do, in part because a sales person is likeable, easy to be with, and their interview is probably their best sales job. Most small business CEO’s don’t have sales roots themselves, making it harder to know what they’re looking for and how to probe. continue reading »

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Making December Count

by Karen Jackson | 4 Comments

I used to find December the most frustrating month. As an entrepreneur, I have a built in propensity for action, particularly for working with clients and forwarding deals.  The trouble is, when December rolls around, customers and prospects become harder to meet with as they contend with year-end pressures, use-it-or-lose-it vacations, and sometimes just exhaustion. Short of dealing with the urgent, many would prefer to punt decision-making to January. continue reading »

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1 Basket is Definitely Not Enough

by Karen Jackson | 4 Comments

Let me start by saying I love Seth Godin.  He’s brilliant, a human with a head-full of knowledge and the unique ability to turn complex ideas into ones we mere mortals can wrap our heads around.  Seth turns conventional wisdom upside down, pokes holes in truisms, discovers insights through some alchemy that few of us possess.  In fact, I’ve just applied for his upcoming Medicine Ball Session in December and am holding my breath that I’ll be selected.  But I have to say, 1 basket is definitely not enough. continue reading »

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