Categories » Sales Management

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The students POV on interviews for internships & careers
After the first round of the Baylor S3 Pro Day of virtual recruiting with 30 interviewers, 54 of the students rated each of the interviewers, selected their favorite two interviewers, and commented on one that didn't go as well as hoped. After the se (More)
How Sales Management in Pro Sports Can Catch Up to Corporate America
Why do parents, teachers, politicians, managers and salespeople continue bad practices? Four reasons and the ways we express them are: We do what got done to us and assume it was best practice. "Look at me, I turned out OK didn't I?" (More)
Do you have your P's in order?
by Kirk Wakefield - January 2018 People. Purpose. Performance. (Pictures.) S3 2018 Board Meeting Paul Epstein challenged the room of (More)
Are Silicon Valley Teams as Data-Driven as You'd Expect?
by Brad Sherrill - October 2017 With Apple's headquarters right down the street, you would expect the teams in Silicon Valley to be digitally-savvy and data-driven. We were not disappointed, as the t (More)
Becoming a great boss: The secret of managing millennials
by Rocky Harris - April 2013 Does Gen Y get a bad rap? More)
8 Ways to Eliminate Negativity Once and For All
by Dan Rockwell - April 2013 Bad weighs more than good One bad experience outweighs one good. A gallon of bad weighs more than a gallon of good. Setbacks nag; success whispers. You overemphasize w (More)
Empower your players
by Eric Kussin - June 2013 Corey Gaines, head coach of the WNBA’s Phoenix Mercury, runs a fantastic clinic each season for local coaches. A great college and pro player himself, Corey always t (More)
3 basic questions you should ask premium seat buyers
by Kirk Wakefield - July 2013 Preparation is the key to selling efficiency Preparation is on anyone's top 10 list of what makes successful salespeople. Successful preparation is based on asking the (More)
Show me the money? The truth behind effective sales commission plans
by Jeff Tanner - July 2013 Are salespeople motivated just by the $ sign? Perhaps the greatest myth in sales is that salespeople are only in it for the money, especially when it comes to s (More)
How to build trust in relationship selling
by Dan Rockwell - July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the (More)
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