TopLine Leadership Sales Management Blog

TopLine Leadership Sales Management Blog2018-10-19T11:43:25+00:00

Selected one of the “Top 50 Sales Blogs” by Top Sales World for 2018!

19Feb, 18

Coaching Sales Reps to Reach Higher-Level Decision Makers

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A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable

22Jan, 18

Book Review for “The Cadence of Excellence” by Matt McDarby

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Matt McDarby's new book,  "The Cadence of Excellence",  is an outstanding book that every sales manager – and those who manage sales managers – should read. The book includes many real-life examples of leading companies that have refocused their sales managers toward a new, early stage and value-creating operating system.

5Dec, 17

How To Motivate Sales Reps That Are Already Performing Well

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One of the most challenging times in sales coaching is when sales reps have been on your team for a few months. They’re starting to get a handle on how your process works, how to connect with customers, and how to value-sell your offerings. Handling this phase correctly can determine the rep's achievements in the future.

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