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Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. To be successful in managing external reps, you’ll need to pay attention to the unique characteristics that come with the lifestyle of traveling sales reps. After all, it’s one thing to manage an in-house team that sells remotely – it’s another thing entirely to do the same with reps who have greater independence and autonomy on the road. Ergo, the following best practices for managing field sales reps.

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The NFL Draft has, by the time of this publication, come and gone. Equal parts art and science, the league’s rookie dispersal of college players reminds us a lot of the hiring process in sales. In football, you have things like college games, all-star games, the combine, interviews, and various workouts with which to evaluate players and try to project how they’ll perform at the professional level. In sales, you have resumes and interviews. But to really get a sense of how candidates might fit, organizations can consider job simulations and talent assessments.

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We’re introducing a new concept today – Titans of Sales History. In this series, we’ll be examining historical figures who were key in shaping today’s sales world and what we can still learn from their influence. Things kick off with the godfather of sales training himself – John Henry Patterson.

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Product knowledge is essential for any salesperson. Whatever you’re selling, know it completely. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.

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Storytelling is perhaps one of sale’s most powerful, yet underutilized tools. In this video interview with Selling Power, Janek Managing Partner Justin Zappulla highlights the value of storytelling as a differentiator, the process of crafting impactful stories, and illustrates why stories matter with examples from Janek’s own experiences.

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I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while they’re stuck in a rut.

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“It’s not about the salary/it’s all about reality”

This couplet, first appearing in 1988 – in N.W.A.’s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get caught up in the game, pursuing money and the sometimes literal trappings of a conspicuous consumerist lifestyle. This, in turn, can precipitate burnout or the classic mid-life crisis, with significant fallout. Consequently, it becomes imperative to ground your motivation for a sales career into something intrinsically meaningful.

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One of the most significant shifts to occur in sales training over the past few years has been to train via multiple delivery methods, rather than just one. In this video interview with Selling Power, Janek Managing Partner Nick Kane discusses that change, how it creates more effective behavioral change, and the expected timeline involved with a blended sales training approach.

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The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision. Perhaps they're evaluating alternative options and providers, or maybe they're pulling the team together for a consensus decision. This is a critical time to keep the momentum going.  So what’s an effective way to get them to the finish line? It often comes down to quality sales content and collateral that can be shared to give you a strategic advantage.

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Today we continue our Personal Branding series by shifting to your external self. What we mean by that is how you present yourself to prospects and clients. This is one of the most important aspects of personal branding, because it’s what’s responsible for first impressions. And if you approach it the wrong way, you might not get a chance for a second impression. The following are three key areas to consider with your external personal brand.

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