Posts tagged 'leadership'

May 02, 2017

Top Players Don’t Always Make Top Coaches

Kristin McLerran: Let’s just start off with the big question: how would you define sales excellence? Jerry Pharr: Sales excellence is about establishing repeatability, consistency, and productivity. You must ensure that you have the systems, processes, and talent in place to achieve the goals you want to achieve. And in order to repeatedly and consistently achieve...


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April 14, 2017

Customers Don’t Buy Scripts, They Buy Soul

Matt Millen is the Senior Vice President of Revenue Operations at Outreach. He has been in the sales world for 30 years, during which he constructed and implemented company strategy, defined customer experience, and managed the sales process at organizations such as T-Mobile, Anthony “Tony” Robbins Companies, and Gateway Computers. Over the course of his career, Matt...


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June 06, 2016

How Gritty Is Your Team?

When the market is growing and it is easy to raise money, your business can get by with a mediocre team. The market will pull you. But when the market loses faith and capital dries up, you need a team with grit to pull you through. Or as Warren Buffet put it, “When the tide...


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