Your Sales Quick-Start-Guide to Starting the New Year
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Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much... Read More
Stop Wimpy Follow Up and Move Sales Opportunities Forward!
I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly.... Read More
How to Avoid the Burnout of Perpetual Prospecting
Every December in Memphis, TN, thousands of people descend upon downtown to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k,... Read More
Client Gift Giving Guide: What NOT to give and 6 Ideas They’ll Love
If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as... Read More
What’s the ROI on Your Excuses?
Helping sellers build their super sales skills and moving sales teams to outperform their competition puts us squarely in a category to be “Challengers.” Our... Read More
Helping vs Selling: The Modern Sellers Creed
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their... Read More
Sales Leaders, Who Are YOUR Most Important Customers?
Last week I was in Washington DC giving a spectacular talk on Personality as a Seller’s Competitive Advantage. Along with my co-host of The SellOut... Read More
5 Ways to Give Buyers a “Sneak Peek” of Working with You
It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get... Read More
You Blew It. So What. Now What? How to Recover From A Sales Blunder
A week or so ago I was in Seattle with my favorite group of women and my favorite conference of the year. The Women Sales... Read More
Mike Kunkle Writes The Absolute Best Guide to Effective Sales Role Playing
Yes, Sellers love to cringe or roll their eyes when we say “Role Play” in coaching or training sessions. Along with call recording and ride... Read More