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Professional Development
Your Summer Reading List
Finally, it’s looking more like summer will actually arrive this year! After a long winter, I’m ready to get outside and spend time in the sunshine – enjoying the longer days and downtime. For many of this, that means vacation and summer reading! I love stacking up my summer reading list. Whether it’s an audiobook...
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will you be replaced by a robot
Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer – such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to driving in your...
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Can you score sales on defense
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that made quota has been there...
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Sales Success Manifesto
Not to name drop but I have some extremely smart friends and colleagues that have written and are writing amazing sales books. I’ve reviewed a lot of them here on The Pipeline blog and usually bring a few with me when I go to train a sales team. Many of my clients are devout readers...
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Sales Bloopers can bring customers closer
I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP of Something Important and a...
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The Sellout Show Sales Kickoff and Meeting Sheet
As we are in the throes of Pumpkin Spice Season (formerly called “fall” and “fourth quarter”), many of you are pushing hard to close out the year’s sales and have one eye on planning for next year too. For Sales Directors and Business Owners, this is that time where you start thinking of how to...
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power of feedback and sales coaching
I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first time session of “Cold Call Coaching” along with...
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Design a Fantastic Sales Meeting
“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved into sessions...
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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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