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John Kaplan

Blog Feature

Categories: Sales Coaching Tools  |  Sales Leadership

Why the Best Sales Leaders are Great Coaches

The best sales leaders are great coaches. If you’ve made the jump from sales rep to sales manager, you know that effective coaching is a learned skill. If you’ve seen the latest season of Netflix’s Last Chance U: Basketball, you know that Coach John Mosley Junior, Men’s Basketball coach at East Los Angeles College, thrives on coaching his players to success. I had the chance to interview him for a two-part series on The Audible-Ready Sales Podcast.

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Blog Feature

Categories: Sales Messaging

2020: The Great Teacher

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.” No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time. Why did some boats raise back up and others have not and maybe will not? As I pondered that question, I thought about a few metaphors that may help explain my thoughts on why some will come out of this Pandemic stronger and in a better place to win. Here are three concepts that I think pertain to that current situation: 

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Blog Feature

Categories:

Get Busy: Responding to the Crazy Week That Was

It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise. I think today is one of those days.

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Blog Feature

Categories: Front-line Managers

Remembering Jack Welch: Logos, Talent and a Disdain for Mediocrity

I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.

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Blog Feature

Categories: Sales Planning

The "Wanna Factor": What The Big Game Teaches Us

I hope that you enjoyed this year’s Super Bowl as much as I did. I am just getting back into the office after a great first part of the week on the road. I have enjoyed writing my recent football recaps, as I'm passionate about what sports can teach us off the field. My own experience playing athletics has taught me a great deal about life. And in Sunday's game, there were plenty of lessons in action.

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Blog Feature

Categories: Front-line Managers  |  Talent Management

The Importance of Recruiting Sales Talent

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten. It is amazing that in the second quarter, LSU was down by ten points and looking like they were going to have a very tough night. I watched every play because I have so much interest and respect for what it takes to play on that national stage.

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