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Small Business
Could you sell to your mother
Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a passionate moment caught up in prospecting, he stated that he “believed he could sell DiscoverOrg to his grandma.” To his GRANDMA! Wow. That’s confidence! It made me think, could I...
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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 last census (2010), 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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Small Business Sales Strike Out
Guest Post by Selena Silvestro, Director of Ground Floor Strategies at The Selling Agency and weekend warrior baseball fan in the bleachers. Read on for first-hand sales advice for Small Business Owners, Solopreneurs, and Sales Pros in Small Businesses: Every business lives and dies by its ability to build revenue. Unfortunately, roughly 80% of businesses...
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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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Six Ways to Make Sales Negotiations Less Painful and More Profitable
We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, at this time in history, the demand for our customers’ attention is in intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able...
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beware of sour grapes salespeople
[gdlr_quote align=”center” ] Disparaging what one cannot obtain, as in The losers’ scorn for the award is pure Sour Grapes. This expression alludes to the Greek writer Aesop’s famous fable about a fox that cannot reach some grapes on a high vine and announces that they are sour. [/gdlr_quote] By nature, sellers are competitive. The best salespeople...
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Selling and Campfires-new business development-sales-new sales pros
You might be surprised to know where I find inspiration for these blog posts. Or, maybe not, considering you’re here. I bring a lot of everyday life into training and coaching conversations in sales. I find that general business jargon and “sales speak” make people want to take a nap or mentally check out. Telling...
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When do you lose customer trust
Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying...
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How do stories help you sell more-customers
As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people WANT to listen to us amongst the crowded field of our competition and the thousands of messages...
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Sales Program Check Up
You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals . . . or not, how do you measure the health of your sales program? Sales results are one indication of how...
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