Blog: The Pipeline

The FIRST and WORST Sales Negotiation Mistake

The First, Worst, and Usually BIGGEST Negotiation Mistake Sellers Make

I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the...
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Six Ways to Make Sales Negotiations Less Painful and More Profitable

Six Ways to Make Sales Negotiations Less Painful and More Profitable

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, at this time in history,...
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Personal Improvement needs more than information

Sales Improvement Takes More Than Information

There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why...
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How to handle the We need to think about it sales pushback from customers

How to Handle, “Let Me Think About It” from Sales Prospects

There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth...
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sales role play is awkward

You’re Right. Sales Role Playing Sucks. Try This Instead …

No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many...
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Leaving the Door Open for Competition

Are you leaving the door open for the competition?

Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if...
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