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Lead With Your Customers

Mark David Jones, J. Jeff Kober | August 30, 2017 | Book Chapter

The Art of Modern Sales Management

Chapter 11: Social Media Marketing for Sales Managers
Renie McClay, Glenn Raines | February 03, 2014 | Book Chapter

Learn about some of the basic principles, tactics, and technology platforms you can use immediately to effectively manage a social media marketing effort within your own sales organization.

The Art of Modern Sales Management

Chapter 09: The Hiring Dilemma—Advice for Sales Leaders
Renie McClay, Joseph D. Anzalone | February 03, 2014 | Book Chapter

"If you have the wrong people on the bus, nothing else matters. You may be headed in the right direction, but you still won’t achieve greatness. Great vision with mediocre people still produces mediocre results."

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

The Art of Modern Sales Management

Chapter 05: Selling Across Cultures
Renie McClay, Anup Soans | February 03, 2014 | Book Chapter

Wearing another’s lens or walking the proverbial mile in another’s shoes will cause some discomfort at first, but those who master the process stand to reap huge gains. Some businesses learn this the hard way

Premeditated Selling

Chapter 08: Developing a Sales Coaching Strategy
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

Successful strategic sales coaching requires consistency and accountability. If you elect to adopt a consistent strategic opportunity planning process, you must hold your team accountable for following that process.

The Savvy Manager

Demystifying Motivation
Jane R. Flagello | April 18, 2012 | Book Chapter

Both content and process theories have attempted to explain the what and how of motivation.

The Savvy Manager

Developing Authentic Leadership
Jane R. Flagello | April 18, 2012 | Book Chapter

The demand for true leadership abounds in all spheres of society today: business, politics, religion, education, communities, and families.

The Savvy Manager

Mastering Communication
Jane R. Flagello | April 18, 2012 | Book Chapter

Managing in complex times demands competent and effective communications throughout your organization.

High Impact Middle Manager

Navigating the Corporate Obstacle Course
Lisa Haneberg | April 01, 2010 | Book Chapter

High Impact Middle Manager:  Navigating the Corporate Obstacle Course

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