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Entrepreneur
Priorities and Workflow Hack for Sales People
Sometimes, when I’m talking with salespeople, something comes out of my mouth and I think, “Damn! I wish I’d recorded that. That was a really great sound bite!” It happens A LOT. Last week, I actually stopped to write down one of those verbal gems while discussing time and productivity with a team member. This...
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8 Habits of Successful Sellers
Back in 1988, Stephen Covey wrote his best-selling book, The Seven Habits of Highly Successful People which was a global phenomenon in the self-help genre selling over 25 million copies. Covey’s introspective advice struck a nerve with people who wanted to master success in their personal and business lives. The lessons he laid out were...
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Book Report- The Selling Agency Summer Reading List
Back to School. Depending on your age and child rearing status, these three words may be cheers to your ears or bring tears to your eyes. Me, I’m slightly more of the “tears” camp as I feel the dread of all the homework, projects, and general busy-ness of the school year creep up on me...
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How Do You Survive Vacation When You're In Sales?
As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to hyperventilate or get all crunchy when it comes to YOU taking time off for vacation. What happens if that elusive buyer is FINALLY ready to roll when you’re out and...
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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 with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...
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Networking burning cash for sellers and business owners
Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...
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Girl Scout Cookies-Sales Lessons-Cookie Season
What’s the easiest thing you’ve ever sold? What product was a home run for you? For me, the easiest thing I’ve ever sold is Girl Scout Cookies. And by “me”, I mean, my daughter, and her troop. I’m just the driver and logistics support for the outfit. Maybe this isn’t exactly a subjective comparison to...
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Execute-sales-strategy-badass
It’s a brand spanky New Year. As most people are, you’re probably pumped to put the (dumpster fire?) that was 2016 behind you. The New Year always feels like a clean slate – full of promise and possibilities. Many of you may have plotted out budgets, planned expenses or set goals and perhaps cemented your...
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sales hacks - productivity - sellers - scheduling - calendar - focus
Last week I gave away a bunch of copies of Jill Konrath’s new book, MORE SALES. LESS TIME. I tied those giveaways to an offer of a free consulting conversation about the struggles business owners and sellers face to be productive in this stressful and ever distracting “shiny object” environment. My purpose was two-fold: 1)...
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st-lucia-market-courtesy-of-st-lucia-online - sales - fundamentals
If you take a trip to pretty much anywhere there are always those areas that are tourist traps full of t-shirts,  magnets, key chains, and “I was here” merchandise with the name of your destination labeled on everything. Recently, I vacationed to the gorgeous island of St. Lucia and traveled to its capital city, Castries,...
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