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Category Archives: Sales Management
Attitude & Belief Systems
Is your team made up of go-getters who believe that nothing will hold them back? Or is your team made up of people who have the ability to only find why something won’t work? What gives the go-getters this seemingly … Continue reading
Sales Leadership – what’s your personal plan for 2016?
Finishing out the year and planning for 2016 gives us time to pause and reflect on how we can improve in our role as Sales Leaders. Here is a list of questions that beg to be answered…completely and honestly in planning … Continue reading
“Play The Game By The Rules… The New Rules” Strategic Selling For Profitability
Strategic Selling For Profitability Let’s face the facts. Selling has changed dramatically since the Recession of 2008. People have less time, do not want to see sales people, and have access to more information than ever before. Some accounts will … Continue reading
Are sales people working on a Symptom or a Problem?
We have often found in working with our clients that their sales people are working on a “symptom” vs. the “problem”. Unfortunately, as long as you are working on a symptom it will be difficult to get your prospect to … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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Sales Manager’s Corner: How to Get the Most from Sales Training
Sales Manager’s Corner: How to Get the Most from Sales Training Good training will accomplish three goals: First, it will teach skills that develop efficient work habits (behavior). Second, it will form positive attitudes that promote healthy self-esteem and belief … Continue reading
The Sales team: Being Better than Average
The Sales team: Being Better than Average The key to becoming better than average is to “Raise Your Expectations and your Sales Peoples Expectations. Next hold people accountable. To accomplish this there are a few key elements to drive home … Continue reading
Posted in Coaching, Leadership, Sales Development, Sales Management
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Keeping the pipeline full: “ Back to Basics”
Keeping the pipeline full: “ Back to Basics” Most poor sales months can be traced back to a lack of activity, especially in new business generation with the cause being…lack of consistent calling as part of your prospecting plan. If … Continue reading
Posted in Coaching, Leadership, Sales, Sales Development, Sales Management
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The Goal Directed Sales Person
The Goal Directed Sales Person Sales People will not “buy in” to the company sales goal until you first establish personal goals with each sales person. You must have this conversation and do this exercise! • What do they want … Continue reading
Want Greater Sales Success? Look at your LOST Deals
Want Greater Sales Success? Look at your LOST Sales? The lost sales analysis is an excellent sales tool. It really helps measure success against competition based on sales that are lost. When a sale is lost to competition it also … Continue reading
“What’s Your Price?”
“What’s Your Price?” It’s the question we all hate to hear, and it means we are about to be “worked over” on price. You will always feel that way if you believe that a low price is the most important … Continue reading
