The Quota

The Psychology of Pricing: How Small Changes Can Drive Big Results

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The Psychology of Pricing: How Small Changes Can Drive Big Results

4 ways to speed up the sales cycle (without being pushy)

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4 ways to speed up the sales cycle (without being pushy)

Advice: "I'm trying to get my reps to read more professional development books, but no one actually want to."

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Advice: "I'm trying to get my reps to read more professional development books, but no one actually want to."

Advice: "My sales engineer talks down to customers and is costing me deals. What should I do?"

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Advice: "My sales engineer talks down to customers and is costing me deals. What should I do?"

Advice: "I'm interviewing at a startup, but there are lots of red flags"

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Advice: "I'm interviewing at a startup, but there are lots of red flags"

Advice: "My friend wants me to recommend him for a sales job, but he's unreliable"

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Advice: "My friend wants me to recommend him for a sales job, but he's unreliable"

Advice: "I think my sales manager is about to get fired. Should I give him a heads up?"

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Advice: "I think my sales manager is about to get fired. Should I give him a heads up?"

How to (Better) Handle and Get Over Rejection in Sales

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How to (Better) Handle and Get Over Rejection in Sales

Sales Fails: "A prospect faked a phone call to get out a meeting"

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Sales Fails: "A prospect faked a phone call to get out a meeting"

"Power words"- language that actually helps you close deals

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"Power words"- language that actually helps you close deals

Advice: "I got laid off and am running out of savings. Should I take a job at a company with bad reviews?"

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Advice: "I got laid off and am running out of savings. Should I take a job at a company with bad reviews?"

A Brief History of Door-to-Door Sales

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A Brief History of Door-to-Door Sales

Advice: "I think my sales manager is having an affair with one of the reps. Should I say something?"

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Advice: "I think my sales manager is having an affair with one of the reps. Should I say something?"

What makes a good sales script?

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What makes a good sales script?

Do lazy people make better sales reps?

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Do lazy people make better sales reps?

Sales Fails: "My VP came to a pitch meeting with bad breath and the prospect noticed"

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Sales Fails: "My VP came to a pitch meeting with bad breath and the prospect noticed"

Advice: "My company offers four months of paternity leave. Should I get a second job to make extra money?"

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Advice: "My company offers four months of paternity leave. Should I get a second job to make extra money?"

Sales Fails: "I lost a deal because my boss wanted the prospect to pay the credit card fee"

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Sales Fails: "I lost a deal because my boss wanted the prospect to pay the credit card fee"

Advice: "I just started a new role as a sales manager, but my team doesn't respect me. What can I do?"

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Advice: "I just started a new role as a sales manager, but my team doesn't respect me. What can I do?"

Advice: "My new job has 'optional' team workouts that don't feel very optional"

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Advice: "My new job has 'optional' team workouts that don't feel very optional"

From sales to CEO: An interview with Mike Glaicar

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From sales to CEO: An interview with Mike Glaicar

Texting prospects: when, where, how

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Texting prospects: when, where, how

Advice: "I just started a new job in a highly competitive niche. How should I be talking about competitors?"

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Advice: "I just started a new job in a highly competitive niche. How should I be talking about competitors?"

Inside Amazon's Aggressive Push to Sell AI Products

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Inside Amazon's Aggressive Push to Sell AI Products

Research shows B2B sales jobs could be fostering increased levels of neuroticism among salespeople

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Research shows B2B sales jobs could be fostering increased levels of neuroticism among salespeople

How a Part-Time Gig Turned into a Dream Career

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How a Part-Time Gig Turned into a Dream Career

Advice: "I went from customer support to sales and now I'm struggling"

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Advice: "I went from customer support to sales and now I'm struggling"

Advice: "My company has call quotas and some reps are padding their numbers. Should I do it too?"

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Advice: "My company has call quotas and some reps are padding their numbers. Should I do it too?"

A Career Comeback at Cox

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A Career Comeback at Cox

Sales Fails: "I picked up a client's tab without realizing that he ordeded some very expensive wine"

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Sales Fails: "I picked up a client's tab without realizing that he ordeded some very expensive wine"

Advice: "I got put on a PIP and let go. What do I say when hiring managers ask about my last job?"

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Advice: "I got put on a PIP and let go. What do I say when hiring managers ask about my last job?"

Sales Fails: "A prospect wrote a LinkedIn post about what I did wrong on our sales call"

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Sales Fails: "A prospect wrote a LinkedIn post about what I did wrong on our sales call"

The 3 Common Pitfalls in Sales Presentations: What to Avoid and How to Improve

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The 3 Common Pitfalls in Sales Presentations: What to Avoid and How to Improve

Advice: "Half of my meetings are no-shows. How can I get these deals back in play?"

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Advice: "Half of my meetings are no-shows. How can I get these deals back in play?"

Advice: "My sales manager insists on joining my calls. What can I do?"

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Advice: "My sales manager insists on joining my calls. What can I do?"

A Brief History of the CRM

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A Brief History of the CRM

Advice: "My new job has long sales cycles. It's making me extremely anxious"

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Advice: "My new job has long sales cycles. It's making me extremely anxious"

Is There a "Sales Gene"? Researchers Say "Yes"

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Is There a "Sales Gene"? Researchers Say "Yes"

10 Ways to Get Out of a Sales Slump, According to Science

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10 Ways to Get Out of a Sales Slump, According to Science

Advice: "My company took private equity investment and everything changed. Should I jump ship?"

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Advice: "My company took private equity investment and everything changed. Should I jump ship?"

Sales Fail: "I sold a mortgage to a newly married couple, but they broke up right before they signed"

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Sales Fail: "I sold a mortgage to a newly married couple, but they broke up right before they signed"

Advice: "I'm in sales. Is it worth getting my MBA if I want to climb the ladder?"

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Advice: "I'm in sales. Is it worth getting my MBA if I want to climb the ladder?"

Why Introverts Actually Make Excellent Salespeople

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Why Introverts Actually Make Excellent Salespeople

Advice: "How can I ask my customers for referrals without being too pushy?"

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Advice: "How can I ask my customers for referrals without being too pushy?"

How language timing can affect your sales calls

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How language timing can affect your sales calls

Lessons in Luxury Selling with John Paul DeJoria

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Lessons in Luxury Selling with John Paul DeJoria

Advice: "I got a job offer to be a part of the founding sales team at a company. It seems a bit odd."

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Advice: "I got a job offer to be a part of the founding sales team at a company. It seems a bit odd."

Advice: "My dad wants to get me a sales job at his company but I'm nervous about working with him"

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Advice: "My dad wants to get me a sales job at his company but I'm nervous about working with him"

Daymond John: The Sales Genius Behind FUBU

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Daymond John: The Sales Genius Behind FUBU

How Ralph Lauren went from tie salesman to fashion magnate

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How Ralph Lauren went from tie salesman to fashion magnate

Sales Fails: "I fell asleep during the job interview"

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Sales Fails: "I fell asleep during the job interview"

A Brief History of Cold Calling

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A Brief History of Cold Calling

Advice: "I live with my parents and WFH, they keep interrupting me with chores during the work day"

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Advice: "I live with my parents and WFH, they keep interrupting me with chores during the work day"

Advice: "I want to start a career in sales. Should I take a commission-only job?"

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Advice: "I want to start a career in sales. Should I take a commission-only job?"

Advice: "I'm a veteran salesman, I just quit my job to start my own business but I'm struggling to close deals"

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Advice: "I'm a veteran salesman, I just quit my job to start my own business but I'm struggling to close deals"

The Value of Career Stepping Stones

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The Value of Career Stepping Stones

Advice: "I make good money selling exotic cars, but I've got FOMO and think I could make even more in tech sales"

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Advice: "I make good money selling exotic cars, but I've got FOMO and think I could make even more in tech sales"

How Tupperware popularized a new business model and created millions of salespeople

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How Tupperware popularized a new business model and created millions of salespeople

From Telecom Novice to Cloud Sales Pro

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From Telecom Novice to Cloud Sales Pro

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

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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