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Leaderboard
Blog Posts

Leveraging Your Leaderboard(s)

You can learn a lot about a sales team by looking at one real indicator: Their Leader Boards. Some teams have multiple boards taking up entire walls, some have outdated KPI lists in a back corner, and some teams “respect the salespeople’s privacy” and have none! The simple truth is Read more…

By Patrick Carter, 2 monthsApril 4, 2022 ago
Blog Posts

Coaching Beyond Their Personal Truth

The thing about facts is they are still facts regardless of whether you believe them. Any given fact, however, is completely different from an individual’s Personal Truth. A personal truth is experienced-based knowledge/information that is a hard earned reality for that individual. If history and data shows that a product Read more…

By Patrick Carter, 4 monthsFebruary 4, 2022 ago
Industry Insight

It’s Time to Up Your Performance

Three years ago, I wrote an article dismissing the idea of a “Retail Apocalypse.” That was before we ran into the COVID-19 economic buzz saw. It is sobering how many retail giants didn’t survive 2020, and the sheer number of retail jobs lost is staggering.  I stand firm in my basic premise that Read more…

By Patrick Carter, 1 yearDecember 24, 2020 ago
Soft power
Management & Leadership

Leading With Soft Power

To effectively lead a diverse team, you need to continually grow your skill set. With each promotion and new title comes more responsibility and more power. As you move up the ranks from leading a team to leading a region, a market group to an entire sales force, your effectiveness Read more…

By Patrick Carter, 2 yearsAugust 24, 2020 ago
Sales (Retail / B2B)

Charlie’s Deli Is Still Open

In my small(ish) NJ town we have all the major fast food McFranchises, several of the national dinner chains and our share of the ubiquitous diners. We also have our fair share of local eateries, including 3 deli and bagel eateries specializing in breakfast fare… Rather, we had our fair Read more…

By Patrick Carter, 2 yearsJuly 16, 2020 ago
Game
Sales (Retail / B2B)

Get Back in the Game

So you’ve been out of the Retail Sales game for 3 months because of COVID-19. All of your hot leads have gone cold. Customers don’t have the money to purchase your “non-essential” products. You need to fight with the internet for customers. You may even be taking a “pay cut” Read more…

By Patrick Carter, 2 yearsJune 3, 2020 ago
choice
Sales (Retail / B2B)

Make a Better Choice…

The world is thoroughly inundated with Corona-virus news, rumor, conspiracy theory (no, 5G doesn’t cause COVID-19) and vital information. Each choice you make is flooding into your consciousness via televisions, smartphones, newspapers,talk radio and social media apps. All of this negative news is bound to take its toll on your Read more…

By Patrick Carter, 2 yearsApril 13, 2020 ago
Crisis
Management & Leadership

Leading Sales Teams Through Crisis

Leading sales teams is a challenge in normal times. Leading sales teams in times of crisis is another animal altogether! From the 2008 Financial Meltdown to today’s COVID-19 crisis, leading sales teams effectively requires every bit of your emotional intelligence and more. Sales professionals are emotional beings wrapped inside of Read more…

By Patrick Carter, 2 yearsMarch 18, 2020 ago
Retail
Sales (Retail / B2B)

Selling Retail in a B2B World

For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.

By Patrick Carter, 2 yearsDecember 17, 2019 ago
5 People
Management & Leadership

5 People You Will Need In 2020

Originally published on LinkedIn Pulse By all accounts, the past 18 months have been the most productive in my professional career. Among the highlights: 2 significant promotions, new and exciting projects and increased responsibilities. How did all this happen? 5 People! What changed in 2018 that made 2019 so productive? Read more…

By Patrick Carter, 2 yearsDecember 2, 2019 ago

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