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December 2021
Closing out 2021
I am getting ready to sign off for 2021 and hope you are too. Before I do that, I wanted to share some of my personal do’s and don’ts for wrapping up…
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Tommy McNulty
Compensation bumps
Tis’ the season for asking for a raise. In the face of a labor shortage, sales professionals have more bargaining power than ever. If you haven’t…
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Tommy McNulty
Tell great stories
Storytelling is a fundamental way we learn. Becoming an artful and compelling storyteller is one of the most underrated skills in winning deals. Like…
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Tommy McNulty
Moving Towards Ownership
We recently came across the below matrix, which does a great job of summing up different types of professionals. With any matrix, the bottom left equals…
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Tommy McNulty
November 2021
September 2021
July 2021
Build Your Portfolio
About four years ago, I was interviewing a former top rep from Indeed. He came to the interview with his cover letter & resume, which are obviously…
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Tommy McNulty
Providing Product Feedback
There are few things in business as beautiful as a sales & product team working in lockstep. Information flows from the frontline seamlessly, and…
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Tommy McNulty
Managing Frustration
When I was a frontline manager, every second or third one-on-one would be attempting to quell a rep’s frustration around repetition. As a manager, the…
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Tommy McNulty
June 2021
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