Author: Chris Conrey

Maslow’s Hierarchy of Sales Success

Anyone who took at least one Psychology class has at least a passing familiarity with the above. Created by Abraham Maslow in 1943, the pyramid shows the building block order in which a human’s needs have to be met before they are able to focus on the levels above. No one is worried about self-esteem […]

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Should You Talk About Your Competitors?

Recently I changed day-jobs and so I’ve started picking up new Twitter followers at a higher rate. One thing I always do is check out the people who are following me to see what I did that drew them and what they’re up to. It’s an easy way to see what is going on in […]

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Are Your Sales Managers Managing Activity or Results?

In sales the hidden truth is often that most sales managers are managing things that they have no control over. Many sales managers have quotas for calls their sales team makes, meetings set and held, and the like. But is the number of calls your team makes the important measure of success? Let me ask […]

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8 Post Modern Lessons You Should Have Learned from Glengarry Glen Ross

Glengarry Glen Ross gets all of the press when people talk about movies that depict a real sales environment. And with good reason, those scenes ring true for anyone who’s ever been in a high pressure sales team. But those techniques may not be the most effective in a Post Modern Sales world, as evidenced […]

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Sales Strategy vs Tactics – Which Are You Focused On?

The Sales world has lost sight of the difference between Sales Strategy and Sales Tactics. One of the things that has lead to the disparity between Salespeople who are successful in this new world, and those who are stuck in the “Glengarry Glen Ross” era of sales is the confusion of sales tactics for sales […]

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