Top Sales Library - a resource of all things sales

Deb Calvert

3 Personal Reflections on Being a Successful Woman in a Male-Dominated Profession

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I haven’t given much thought to this. Until now, in celebration of International Women’s Day, when I’ve been asked to share my reflections on being a woman in sales. Bossy. Bitchy. Competitive. Ice Queen. Opinionated. In my sales and sales management career, I’ve been labeled all the above. I’ve earned a few other labels, too…. Read More

7 Practical Ways to Sell, Train and Manage by Focusing First on Others

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It’s human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions. To overcome this perception and temper that human nature, sales managers, sales trainers, and sellers need to work more deliberately to focus first on others. Developing… Read More

Are You Mentoring or Coaching? There Is a Difference!

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Sales coaching has a proven ROI and profound impact… when it’s genuinely coaching. Many sales managers don’t understand the difference. They’re mentoring, not coaching. One business coaching pioneer explained it this way: Mentoring views us as empty vessels into which knowledge can be poured. Coaching sees us as acorns. Inside each of us is already… Read More

Buyers Are Telling Us What They Want. Are We Listening?

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There’s no denying that buyers are empowered. It’s one of the most significant shifts in economic history. Dr. Rosabeth Moss Kanter, Harvard Business School, describes it as “an enormous global power shift from producers to consumers, from those who make to those who buy.” That’s why selling today is different than it was a decade… Read More