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What you're NOT measuring is hurting sales results
Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...
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How to handle the We need to think about it sales pushback from customers
There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out, “No” or “I’ve chosen another...
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Leaving the Door Open for Competition
Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this often when I...
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Salespeople are not 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 made by artisans paid fair wages and the organization commits the profits heavily to humanitarian efforts around the world as well. Her team members are NOT professionally trained salespeople, yet,...
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avoid resuscitating a deal gone wrong
“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that happened several months ago. Unfortunately, they found out because they are being shut out of an enormous opportunity. They were coming at the opportunity from several angles with several divisions....
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3 Points of Gratitude for Salespeople
Have I told you how grateful I am for you? How thankful I am that you allow me in your inbox, in your social feeds, and give me feedback about how I can help you or move your business forward? I am. I am very grateful. And, in fact, some of the very best salespeople...
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Inspiration to UP your Sales Referral Game
Sometimes hard problems CAN have easy answers. Well, “simple” perhaps, because it requires effort and work. Sometimes, as an Account Executive or Business Development Rep, the grind of prospecting and pipelining new opportunities made me feel like Fred Baker from those old Dunkin’ Donuts commercials where he zombies about saying, “Time to make the donuts.”...
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Improve Your Business Development Results with Micro Sales Campaigns
Being an account manager, or a business owner, for that matter, is like being a master juggler – up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business development into those...
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LinkedIn Fool with a tool, social media isn't working for my business
“A Fool with a tool is still a Fool.” So says the outspoken social selling evangelist, Jill Rowley. Jill was one of the first 100 employees at Salesforce.com and has pioneered social selling, challenging the modern sales pro to keep pace with the modern buyer. I completely agree with her. A fool with a tool...
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Basketball and Business, Does your team have the right skills?
This post evolved from a conversation with a colleague, Gina Trimarco, of Pivot10 Results, a leadership, sales, and service trainer, a studier of people, and a fantastic business sage. Gina uses analogies and metaphors in much of her training and coaching so I challenged her to take part in our March Madness Business blogging and...
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