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Selling to Government 101

by Kyle Fletcher | Published on - October 17, 2022

Government departments and entities represent one of the most significant sales opportunities. In fiscal 2021, the US federal government spent about $637 billion on contracts. It’s not all going to defense either – $250 billion in contract spending came from civilian agencies. When you add in state and local government procurement spending, it’s no surprise

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Motivate Your Sales Team in 2022: The 10 Point Checklist

by Eliot Burdett | Published on - January 5, 2022

Keeping morale up and revenue flowing is harder during challenging times. As the world works toward finding its footing again, here are ways to help keep your sales team focused, productive and happy: 1. Stick to the Basics Whether you’re in an industry that has blown up or one that’s been blown away in the

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Sales Ethics – Do You Walk the Talk? (requires 25 seconds to read)

by Eliot Burdett | Published on - May 17, 2021

Managers and leaders play a critical role in setting the tone for the ethical climate in sales. Colleen Francis, good friend and author of Honesty Sells, states “Those who are in the top 10% of the sales profession have mastered the art of open, honest communication with their clients.” Is your team in that 10%? 

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COVID-19 Sales Force Impact Study

by Eliot Burdett | Published on - April 17, 2020

The economic impact of COVID-19 is undeniable. Around the world, stock markets lost approximately one-third of their values between February 20 and the end of March, with more than 20 million Americans and 1.5 million Canadians being laid off.  In the face of shifting consumer behavior, businesses in North America and across the world have

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Boosting Sales Team Morale When No One is Buying

by Brent Thomson | Published on - April 15, 2020

Let’s face it, if your business is not in video communications, medical devices, insurance, or cyber security, sales are likely to be lousy during the COVID-19 pandemic. That means the majority of sales leaders are left to answer and solve two difficult questions: 1. How to restock an empty pipeline? and 2: How to ensure