Going for the WIN, Not the A+, in B2B Sales

By Rachel Cavallo

I admit it, I was that kid in school.  I sat in the front row, and I generally had my hand raised.  I studied every night and wouldn’t dream of coming to school unprepared.  Straight As were important to me, and I would do anything to keep my teachers or parents from seeing me unprepared or not in “straight A” form… 

Fast forward a few years (okay maybe more than a few), and I’ve had a realization working with a lot of awesome “type A” sales professionals … the real world of B2B sales is not at all about getting straight A’s – it’s about getting numbers on the board, and many of the things you have to do to win are completely contrary to straight A habits.

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Top Performer DNA: Interview with Ed Calnan of Seismic Software

By Masami Middleton

As part of our Top Performers in Sales series, we recently had the privilege of interviewing Ed Calnan, Founder and President of sales enablement solution provider Seismic.  Ed offers perspectives on high performance sales from two angles -- as a leader of a high growth SaaS company, and as an enabler of sales productivity and collaboration for Seismic customers.

When asked what differentiates the best people in sales, Ed cites three key traits: 1) The ability to understand and navigate organizations, 2) Proficiency in addressing business problems, and 3) Discipline to learn from wins and losses. Ed and his Seismic team are uniquely skilled at these pursuits as innovators in customer engagement, sales process, and Account Based Marketing.

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The Five Disciplines Top Sales Performers Master

By Symmetrics Group

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

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What is a Hero?

By Warren Shiver

I've been thinking about this over the past couple of months. There's been plenty reported in the press - both new heroes emerging and former heroes falling from grace. The definition of a hero came from the Greek word “heros” which referred to characters who, in the face of danger and adversity or from a position of weakness, display courage and the will for self-sacrifice—that is, heroism—for some greater good of all humanity” (from Wikipedia).

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