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The Quota

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Sales Fails: "Two customers got into an all out fistfight at my car dealership"
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Sales Fails: "Two customers got into an all out fistfight at my car dealership"
Advice: "My old colleague wants me to join his new company. Should I jump ship?"
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Advice: "My old colleague wants me to join his new company. Should I jump ship?"
The story of Ben Feldman, the greatest life insurance salesman of all time
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The story of Ben Feldman, the greatest life insurance salesman of all time
Advice: "I travel for work often, but my wife wants me to get a new job to spend more time at home"
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Advice: "I travel for work often, but my wife wants me to get a new job to spend more time at home"
An interview with a Director of (Sales) Content Strategy who got his start in theater ticket sales
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An interview with a Director of (Sales) Content Strategy who got his start in theater ticket sales
The Story of Don Lapre: Infamous Salesman, Pitchman and Con Artist
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The Story of Don Lapre: Infamous Salesman, Pitchman and Con Artist
Advice: "I don't work very hard but still beat my quota. I feel like I don't deserve to be making this much money"
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Advice: "I don't work very hard but still beat my quota. I feel like I don't deserve to be making this much money"
How to stay motivated to sell every day, according to the Harvard Business School.
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How to stay motivated to sell every day, according to the Harvard Business School.
Advice: "I got a job offer that my company can't match, but I feel a sense of loyalty. Should I stay?"
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Advice: "I got a job offer that my company can't match, but I feel a sense of loyalty. Should I stay?"
How Mark Cuban Sold His Way to a Billion Dollar Fortune
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How Mark Cuban Sold His Way to a Billion Dollar Fortune
Advice: "My prospects keep asking for discounts. How can I close deals without giving anything away?"
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Advice: "My prospects keep asking for discounts. How can I close deals without giving anything away?"
Sales Fails: "I took over my coworker's accounts after he left for a competitor. He completely screwed me"
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Sales Fails: "I took over my coworker's accounts after he left for a competitor. He completely screwed me"
An Interview with Taylor Foster, Sales Director at an app development company
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An Interview with Taylor Foster, Sales Director at an app development company
Advice: "It feels like my company is going out of business. Should I jump ship?"
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Advice: "It feels like my company is going out of business. Should I jump ship?"
Advice: "My company is trying to change the comp plan so they can avoid paying me commission"
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Advice: "My company is trying to change the comp plan so they can avoid paying me commission"
An interview with Jason Usdin, Regional Sales Director for an AWS consulting partner
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An interview with Jason Usdin, Regional Sales Director for an AWS consulting partner
Sales Fails: "I went out partying with prospects the night before a big meeting. It was a big mistake."
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Sales Fails: "I went out partying with prospects the night before a big meeting. It was a big mistake."
How Hermes uses the sales tactic of exclusivity to keep sales and prices high
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How Hermes uses the sales tactic of exclusivity to keep sales and prices high
The Sage of Sales: Lessons from Og Mandino
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The Sage of Sales: Lessons from Og Mandino
Advice: "I can't seem to build rapport with prospects. What should I do?"
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Advice: "I can't seem to build rapport with prospects. What should I do?"
Sales Fails: "I took a prospect golfing and he embarrassed me at my own club"
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Sales Fails: "I took a prospect golfing and he embarrassed me at my own club"
What to Do if You're Offered Below-Market Base Salary
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What to Do if You're Offered Below-Market Base Salary
5 sales lessons from legendary showman P.T. Barnum
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5 sales lessons from legendary showman P.T. Barnum
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Selling insurance in California is becoming increasingly more difficult
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Selling insurance in California is becoming increasingly more difficult
Advice: "My boss put me on a PIP for the second time in two years. I'm extremely stressed"
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Advice: "My boss put me on a PIP for the second time in two years. I'm extremely stressed"
Sales Fails: "I booked a flight to meet a prospect. I missed the meeting because of a delay"
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Sales Fails: "I booked a flight to meet a prospect. I missed the meeting because of a delay"
Advice: "I work in marketing and just found out how much salespeople at my company make. How can I change roles?"
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Advice: "I work in marketing and just found out how much salespeople at my company make. How can I change roles?"
Advice: "My sales manager gives all the good leads to other sales reps. What can I do?"
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Advice: "My sales manager gives all the good leads to other sales reps. What can I do?"
What Scott Boras, the most powerful sports agent in the world, can teach salespeople
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What Scott Boras, the most powerful sports agent in the world, can teach salespeople
Here is how the NAR commission settlement is likely to change home sales
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Here is how the NAR commission settlement is likely to change home sales
Advice: "I'm looking for my first sales role after college. Should I pick a job with the best upside potential or something I'm passionate about?"
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Advice: "I'm looking for my first sales role after college. Should I pick a job with the best upside potential or something I'm passionate about?"
Advice: "I make good money in sales, but how can I deal with the inconsistent income?"
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Advice: "I make good money in sales, but how can I deal with the inconsistent income?"
Advice: "I just got my first sales job, but my boss is asking me to lie to customers."
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Advice: "I just got my first sales job, but my boss is asking me to lie to customers."
Sales Fails: "I texted an emoji to a prospect. He said it was unprofessional and I lost the deal"
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Sales Fails: "I texted an emoji to a prospect. He said it was unprofessional and I lost the deal"
Advice: "I freaked out on my annoying coworker, now he won't talk to me"
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Advice: "I freaked out on my annoying coworker, now he won't talk to me"
A Brief History of the Real Estate Agent
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A Brief History of the Real Estate Agent
Advice: "My sales manager keeps prying into my personal life"
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Advice: "My sales manager keeps prying into my personal life"
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How Larry Ellison grew Oracle into a multi-billion dollar behemoth
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How Larry Ellison grew Oracle into a multi-billion dollar behemoth
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10 Things to Consider About Being the First Sales Hire at a Start-up
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10 Things to Consider About Being the First Sales Hire at a Start-up
When to use emotions to make a sale, and when to use facts
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When to use emotions to make a sale, and when to use facts
Advice: "My company brought in a new VP. His changes are hurting the sales team"
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Advice: "My company brought in a new VP. His changes are hurting the sales team"
4 things salespeople can learn from a former FBI hostage negotiator
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4 things salespeople can learn from a former FBI hostage negotiator
Sales Fails: "I gave a limited time discount, they asked me to honor it after it expired. I lost the deal"
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Sales Fails: "I gave a limited time discount, they asked me to honor it after it expired. I lost the deal"
How to Follow Up After Sending A Sales Proposal
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How to Follow Up After Sending A Sales Proposal
How Charles Ponzi sold a lie and had a scheme named after him
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How Charles Ponzi sold a lie and had a scheme named after him
The 2024 Q1 Sales Salary Guide
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The 2024 Q1 Sales Salary Guide
Advice: "I really don't like one of the reps who works for me, but he hits quota. Can I get rid of him?"
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Advice: "I really don't like one of the reps who works for me, but he hits quota. Can I get rid of him?"
What it's like to be a B2B sales rep in Japan
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What it's like to be a B2B sales rep in Japan
Advice: "I'm making great money in sales, but I don't enjoy it. How can I transition into a new career without taking a huge paycut?"
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Advice: "I'm making great money in sales, but I don't enjoy it. How can I transition into a new career without taking a huge paycut?"
Advice: "I just got a new job but I'm completely uninspired to do sales anymore. What should I do?"
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Advice: "I just got a new job but I'm completely uninspired to do sales anymore. What should I do?"
Sales Fails: "My prospect's fiance threated me after he thought I was flirting with her"
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Sales Fails: "My prospect's fiance threated me after he thought I was flirting with her"
Advice: "I was promised a raise, but my boss gave me a 'better' job title instead. What should I do?"
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Advice: "I was promised a raise, but my boss gave me a 'better' job title instead. What should I do?"
An interview with Jeff McDonough, Vice President of Enterprise Sales at Mindtickle, a Sales Readiness Platform
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An interview with Jeff McDonough, Vice President of Enterprise Sales at Mindtickle, a Sales Readiness Platform
How a sleazy and dishonest sales culture is threatening the solar industry
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How a sleazy and dishonest sales culture is threatening the solar industry
Advice: "I'm in my third year in sales and I'm still not making six-figures"
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Advice: "I'm in my third year in sales and I'm still not making six-figures"
Sales Fails: "The prospect told a joke and I accidently spit water all over him"
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Sales Fails: "The prospect told a joke and I accidently spit water all over him"
But Wait, There's More: The Story of Legendary Pitchman Billy Mays
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But Wait, There's More: The Story of Legendary Pitchman Billy Mays
Advice: "My company is full of sales bros. The culture is not for me. What should I do?"
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Advice: "My company is full of sales bros. The culture is not for me. What should I do?"
Salesforce Signals the End of Cushy Tech Sales Jobs
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Salesforce Signals the End of Cushy Tech Sales Jobs
Advice: "My wife hates that I work so many hours, but my job is supporting our family"
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Advice: "My wife hates that I work so many hours, but my job is supporting our family"
Advice: "I'm selling a product that no one seems to want. What can I do?"
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Advice: "I'm selling a product that no one seems to want. What can I do?"
At Cox, Career Growth is Par for the Course
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At Cox, Career Growth is Par for the Course
Advice: "My sales manager wants us to make 100 usesless calls a day. How can I tell him it doesn't work?"
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Advice: "My sales manager wants us to make 100 usesless calls a day. How can I tell him it doesn't work?"
The story of Napoleon Hill, controversial creator of the personal success genre
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The story of Napoleon Hill, controversial creator of the personal success genre
Advice: "I joined a startup, but they don't have product-market fit and I'm not closing any deals"
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Advice: "I joined a startup, but they don't have product-market fit and I'm not closing any deals"
Advice: "My coworkers and prospects are incompetent, and it's driving me crazy"
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Advice: "My coworkers and prospects are incompetent, and it's driving me crazy"
According to the Harvard Business Review, here's what today's professional services rainmakers do differently
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According to the Harvard Business Review, here's what today's professional services rainmakers do differently
Here's the average base salary and quota attainment data for sales reps in November 2023
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Here's the average base salary and quota attainment data for sales reps in November 2023
Advice: "I'm in retail sales but want to get into B2B. How do I break in?"
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Advice: "I'm in retail sales but want to get into B2B. How do I break in?"
The story of Zig Ziglar, the quintessential American salesman
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The story of Zig Ziglar, the quintessential American salesman
Sales Fails: "I went to a job interview and the place was a complete dump"
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Sales Fails: "I went to a job interview and the place was a complete dump"
Here's how much Account Executives and Sales Development Reps are making in each major U.S. City
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Here's how much Account Executives and Sales Development Reps are making in each major U.S. City
An interview with Ian Koniak, the former #1 AE at Salesforce and our preferred sales training partner
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An interview with Ian Koniak, the former #1 AE at Salesforce and our preferred sales training partner
Sales reps are overwhelmed by new technology, according to the Harvard Business Review
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Sales reps are overwhelmed by new technology, according to the Harvard Business Review
An interview with Tony Ausick, an SVP of Sales at a courtroom visual animation company
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An interview with Tony Ausick, an SVP of Sales at a courtroom visual animation company
Advice: "Procrastination is holding me back from being a top performer. What can I do?"
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Advice: "Procrastination is holding me back from being a top performer. What can I do?"
Advice: "I found out the new reps are making more money than me. What should I do?"
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Advice: "I found out the new reps are making more money than me. What should I do?"
Advice: "My friend wants me to run sales for his startup. Should I take a pay cut in exchange for equity?"
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Advice: "My friend wants me to run sales for his startup. Should I take a pay cut in exchange for equity?"
Advice: "My sales manager is pushing me to be overly aggressive on the phone, and it's costing me deals"
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Advice: "My sales manager is pushing me to be overly aggressive on the phone, and it's costing me deals"
Data shows that female salespeople outperform men, but are missing from leadership roles
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Data shows that female salespeople outperform men, but are missing from leadership roles
How Edgar Sanchez Built the Foundation for a Great Sales Career
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How Edgar Sanchez Built the Foundation for a Great Sales Career
Advice: "The new rep I've been mentoring just got promoted over me and it's really bothering me. What can I do?"
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Advice: "The new rep I've been mentoring just got promoted over me and it's really bothering me. What can I do?"
An interview with Dan Webster, a former Director of Sales who started his own brewery
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An interview with Dan Webster, a former Director of Sales who started his own brewery
Advice: "The top salesperson on my team is lying to prospects. What should I do?"
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Advice: "The top salesperson on my team is lying to prospects. What should I do?"
Sales Fails: "I was selling door-to-door and accidently let the prospect's dog escape"
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Sales Fails: "I was selling door-to-door and accidently let the prospect's dog escape"
Sales Fails: "I got up at 5AM for an international client call. They canceled the contract"
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Sales Fails: "I got up at 5AM for an international client call. They canceled the contract"
A new study shows that many of the sales challenges of four years ago remain today
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A new study shows that many of the sales challenges of four years ago remain today
Advice: "I'm dealing with personal family issues and it's affecting my ability to sell. What should I do?"
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Advice: "I'm dealing with personal family issues and it's affecting my ability to sell. What should I do?"
An interview with Jay Staler, a fly fishing instructor turned technology Account Executive
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An interview with Jay Staler, a fly fishing instructor turned technology Account Executive
Advice: "My new manager is micromanaging me like crazy. What can I do?"
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Advice: "My new manager is micromanaging me like crazy. What can I do?"
"I currently work in sales support. How can I transition into an AE role?"
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"I currently work in sales support. How can I transition into an AE role?"
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"I made a joke while selling a car and the prospect walked out on me"
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"I made a joke while selling a car and the prospect walked out on me"
Here are the questions you should ask after you lose (or win) a deal, according to Harvard Business Review researchers
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Here are the questions you should ask after you lose (or win) a deal, according to Harvard Business Review researchers
Quota attainment is down in all sales roles except two. Here's who's hitting quota and who's not.
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Quota attainment is down in all sales roles except two. Here's who's hitting quota and who's not.
"I've been selling successfully for 3 years, but I can't shake off my self-doubt. What should I do?"
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"I've been selling successfully for 3 years, but I can't shake off my self-doubt. What should I do?"
Advice: "I want to build a personal brand. How can I get started?"
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Advice: "I want to build a personal brand. How can I get started?"