Rethink SDRs: Your Future Depends on It

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs) combined with field reps. I touched on it in this article: let’s now explore that point in more depth.

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Don’t Coach Top Performers?

I've been working with executives for the last few years on sales coaching practices. I've noticed that many executives are on the fence about whether or not to coach top performers. Let me clear the air.

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3 Steps to Double-Digit Sales Growth | Sales Strategies

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years. Now that's an exceptional result, but rather than just giving myself a pat on the back, I just hired him to sit down and dissect what we did for them so that I could let you know how to get the same results. I realized it was three basic things.

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