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Leadership
Personal Improvement needs more than information
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...
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Sales Onboarding and training are backwards
Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of melting down, going off course...
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the Biggest Problem Holding Back Small Business Sales Teams
Our clients are usually classified as “Small Business” – though I absolutely DESPISE that term. The US economy is POWERED by Small Business! In fact, as of the 2010 census, Small Businesses make up to 99.7% of Employer Firms in this country (a “Small Business” is defined as having less than 500 employees). Yeah –...
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When and how do I hire a salesperson
  We run across this situation quite often. You started a business. You hustled. You busted your behind. You earned trust. You demonstrated experience and credibility. You brought in the customers and your business took off. But at a certain point, you spent less time selling and more time “doing” and running the business. At...
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Gold Medal Sales (and life) Advice from Olympian Bonnie Blair
Who’s the winningest woman in US Winter Olympics History? That would be Longtrack Speed Skater Bonnie Blair with 5 Gold medals and 1 Bronze. This past week, Bonnie Blair joined our annual Women Sales Pros conference as a guest speaker and shared some fantastic life lessons about training, competing, and reaching your goals. Her stories...
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THERE ARE NO MAGIC SALES BEANS
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...
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Order Takers vs True Sellers_ 5 Signs You've Got Fake Sales Reps on Your Team
Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the WORST TV station in the market. We had to really hustle and get mega creative to earn our customers...
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Top 4 Sales Challenges
What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...
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We’ve seen some amazing examples of leadership, kindness, and compassion from individuals AND from business organizations during the Coronavirus Pandemic. We’ve also seen shady, opportunistic behavior, and businesses price gouging, gobbling up resources, et cetera. Our business behavior matters. Future customers AND future employees will want to know how a business treated its customers, employees,...
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If your days are running together and every day feels like it “could be” the weekend or a half-day, or ultra-casual day (Have you showered? No, that’s REALLY casual day) due to working from home during the Coronavirus pandemic, I want to share with you my Monday Morning Sales Meditation to help you create a...
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