Hiring for Sales: Technical Skills (Industry Background) or Sales Skills?

“Do I hire for sales skills, technical skills, or industry background?” How would you answer? Hiring for sales is difficult. There are very few people with sales degrees out of college and a large percentage of the sales candidate pool has experience in multiple industries. In a perfect world, one
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Bring in the Closer!

There are only two situations where I hear “bring in the closer!”… 1) baseball games and 2) complex B2B sales opportunities. In my opinion, baseball is the only game with a closer. Many sales teams rely on their “Superhero Sales Manager” or “Superhero Salesperson” to close any open, forecasted opportunity.
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Who is Ultimately Responsible for Sales Forecasting?

‘Who is responsible for the sales forecast?’ was discussed on Linkedin and it had great participation, but variation in answers.  The author surveyed all the answers (I suspect ~100 responses) and the results were: 66% thought sales managers are responsible 6% thought salespeople are responsible 28% thought both are responsible My
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Caution! Should you Negotiate?

Sales Negotiating – “Caution! Should you Negotiate?” Working with hundreds of clients over the years, it has become apparent that when we’re asked to help them improve their negotiating skills, it is often a symptom of a larger problem: salespeople not properly executing a sales process (a systematic, repeatable series
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Why do Salespeople need Motivation?

As someone whose career began over 30 years ago as an engineer and evolved into selling and finally into sales training, I’ve always had a difficult time understanding why salespeople need motivating. Engineers don’t need motivating; neither do accountants or even someone in a shipping department. Have you ever heard of
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