Sales Archives - Page 8 of 8

Time Management: Four Slices of Pie

January 8, 2010 by Ocean Palmer Leave a Comment

An oft-repeated adage describes three kinds of people in the world: those who make things happen, those who watch things happen, and those who wonder what happened. There’s far more to that sly smidgeon of observation than first meets the ear. Why does that old quote still ring true? After all, time is a known […]

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Why Good Salespeople Choose to Leave

January 5, 2010 by Ocean Palmer Leave a Comment

The three primary reasons good salespeople choose to leave are: 1. They aren’t growing 2. Friction with the boss 3. Money. Proven top performing salespeople have two things that make them situational flight risks: egos and options. Bad salespeople often have the former but rarely the latter; if they were half as good as they […]

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Barriers to Performance

January 4, 2010 by Ocean Palmer Leave a Comment

Shelves are stuffed with quote books that recite page after page of clichés like, “Success is what happens when opportunity meets preparation.” In some cases that’s true. In others it isn’t, since success has one million fathers and two million variations. Failure, of course, is a lonesome leper no one wants to claim. Having bounced […]

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Why Xerox Sold Superbly

December 21, 2009 by Ocean Palmer Leave a Comment

I am a product of Xerox’s sales talent development machine, lucky enough to learn from the best during the height of the company’s greatest success. Xerox and IBM were among the true elite during discussions about America’s most admired sales forces. Here are five secrets how Xerox built such a strong, self-sustaining sales culture. 1. […]

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