Blog: The Pipeline

11More prequalifying and less guessing in sales

Why Should Sellers Spend More Time Pre-Qualifying Prospects?

In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your...
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11Missing Sales Signals on Calls

Are you missing these signals? Sellers biggest mistakes on the phone!

I’m following up on last week’s post, The Power of Feedback with my promise to show you the BIGGEST mistakes we’ve found when coaching you on...
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11The Power of Feedback to Improve Sales Results

The Power of Feedback in Sales

I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then...
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11WHO DO YOU HIRE WHEN DO YOU FIRE HOW DO YOU BUILD YOUR SALES TEAM

How Do You Build Your Sales Team: Who to hire? When to fire?

By the time a business hires me to assist with the sales program, they’re pretty frustrated. They’ve had sales growth and sales success but can’t...
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11Do you have a hail mary sales mentality

Do you have a “HAIL MARY” Sales Mentality?

“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands...
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11Don't BLOW Your Sales Events No more boring sales training

How Do You Rev Up Your Sales Force and Improve Their Skills?

As we are wishing for the cool weather of Pumpkin Spice Season (formerly called “fall” and “fourth quarter”), many of you are pushing hard to...
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