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April 17, 2018

Solving Stalls and Objections

Stalls and objections!  They ruin sales forecasts, squash quota attainment and mangle commission checks.  The frustration that sales people feel is universal. Unfortunately, many have defaulted to the belief and practice that there’s nothing to be done about sales objections and stalls, other than making the evergreen “just checking in” phone calls or emails. For […]

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July 5, 2017

3 Quick Tips for Getting Past the Gatekeeper

Does it sometimes feel as though the decision makers you need to speak with are residing in a gated community? As a salesperson, you often have to battle your way past a phalanx of receptionists, secretaries, administrative assistants, and the like. Here are 3 quick tips for getting past the gatekeeper so you can enter […]

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June 8, 2017

Are You Relevant?…Rate Your Relevance

The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]

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May 14, 2017

I Feel So Cheap

Many companies, sales teams and individuals come to me because they’re very frustrated with one issue.  They’re sick and tired of having to “buy” the business by dropping their prices. It seems that there is no industry that’s immune to competitors who will engage in a race to the bottom on pricing. Thanks, Competitors, nothing’s […]

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April 7, 2017

Sales Skills: The “It” Factor of Revenue Rock Stars

Despite the famous quote “Good is the enemy of Great,” when it comes to hiring sales people and evaluating their sales skills, many employers have given up trying to distinguish the good sales people from the great sales people. They just don’t want to hire any more BAD sales people. Salespeople are tough to evaluate […]

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March 8, 2017

It’s Time for your Sales Organization to Grow Up!

5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”?  Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode.  Growth is largely measured one way: increasing revenues.  […]

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February 11, 2017

I’ve Been Networking for a Year and All I’ve Gained is 10 Pounds!

Oh the woes of networking! Lots of time, money and poundage all in the pursuit of more business! It’s the best thing and worst thing that’s ever happened to sales people. The allure is obvious: comfort and camaraderie of a group, promises of help and introductions, and more sales and revenue—OK, who did I lose […]

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January 9, 2017

If You Need Approval, Get a Dog!

Attributes of Revenue Rock Stars is a topic I am frequently asked to speak or write about.  When discussing the attributes of top revenue producers, it’s also important to understand the most common disablers of sales people who otherwise look good on paper. One of these disabling factors is Need for Approval. Need for Approval […]

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December 17, 2016

Prospecting and Cold Calls – How Do You Feel?

Take a look at the picture, and what phrase comes to mind? Unfortunately, this is how a lot of sales people feel right before they pick up the phone to start making cold calls. I think we’ve all had this feeling, however this “insert your favorite phrase here” moment is quickly replaced by the thrill […]

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