Blog: The Pipeline

11How can FAILURE build confidence in sales teams

How can FAILURE build confidence in sales teams?

Everyone hates to fail. We don’t want to admit to failure. I despise it. Even though we’re familiar with sayings that tell us how much...
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11How do Salespeople stay productive during the Holidays

5 ways to make the Holiday Season a productive time for Selling

Thanksgiving signals the official rounding of the corner for wrapping up the business year. While never an excuse that I’ve subscribed to (or let my...
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11Guide to Client Gift Giving What NOT to give and 6 Great Ideas they'll loveGuide to Client Gift Giving What NOT to give and 6 Great Ideas they'll love

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...
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11Selling IS Service

Selling IS Service

If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills … that really stinks. Maybe we should have a...
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11Give your customers a Sneak Peek of YOU (Video)

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...
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11Swinging for the Fences in Sales Prospecting

Is Sales Prospecting “Swinging for the Fences”?

The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow...
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