Mark Hawn: Sales Team Transformation

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  Mark Hawn: Sales Team Transformation Mark Hawn joined a major global business consulting and outsourcing company in 1985, immediately upon graduation from the University of North Carolina at Chapel Hill. He remained with the organization for 27 years. “I grew up there,” he says today. After “carrying a bag” in sales – “winning some Read More >

From Collegiate Athlete to Sales Leader: Jason Hudnall’s Game Plan

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Success, whether on the playing field or the sales field, requires a set of skills and a set of values. Most of us can acquire the skills. And chances are, we already know the values. But, like freshmen athletes who sometimes forget what they learned the moment the ball goes into play, salespeople may fail Read More >

Sonny Thielbar: Sales is a Byproduct of Passion

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Sonny Thielbar: Sales is a Byproduct of Passion In 1999, Sonny Thielbar arrived in the Napa Valley from Kansas City to work a grape harvest during a vacation. Thirteen years later, he’s still there, gainfully employed as a Direct Sales Manager for a legendary Vineyard. Sonny’s love affair with wine began in college. Before long, Read More >

Amy Manchester: Best of Class

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At first blush, you’d think Amy Manchester’s initial career was a major departure from her present one. Early on, as a special education teacher, “I dealt with emotionally disturbed teenage boys,” she recalls. Today, she sells Workday’s business applications to large, complex Wall Street organizations and to other strategic accounts in the northeast. “Same skills, Read More >

Dave Duffield: Inspired by Core Values, Ahead of Technology Curve

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Dave Duffield: Inspired by Core Values, Ahead of Technology Curve Fresh out of Cornell, armed with a bachelor’s degree and an MBA, Dave Duffield joined IBM as a sales rep. “I was extremely fortunate to be hired by the most admired company at the time,” he says. Being exposed to the “IBM Way” and its Read More >

Jim Champy: Selling with Ideas

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Jim Champy: Selling with Ideas After arriving for a meeting in the executive suite of a Fortune 50 company, it took Jim Champy a while to get the CEO’s attention. “It looked like Darth Vader’s headquarters,” recalls the bestselling author, management consultant and former chairman and CEO of CSC Index, the management-consulting arm of Computer Read More >

Cultivate a Master List of Referrals Just Like Johnny Van

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What drives Johnny Van? Call it obsession, or a singleness of purpose. Call it discipline. Go ahead, call it crazy – you wouldn’t be the first. Call it what you will, but there’s a method to master car salesman Johnny Van’s madness. The Art of the Follow Up Over a 38-year career, Johnny has turned Read More >