Blog: The Pipeline

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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Winging It is Expensive and Risky

Is Winging It Your Downfall?

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls....
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Is prospecting swinging for the fences?

Is 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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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...
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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....
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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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