Is Prospecting “Swinging for the Fences”?
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The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow... Read More
Blog: The Pipeline
Are you asking enough questions?
I helped a friend out a few weeks ago. She has built a team of salespeople underneath her in a business that sells global products... Read More
5 Strategies to AVOID Sales Burnout
Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target.... Read More
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... Read More
AVOID MISSED SALES OPPORTUNITIES WITH CURRENT CUSTOMERS
My agile, fit, 70-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a... Read More
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