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Selling is a Profession to be Proud of
I am a sales trainer and coach; I am a sales management consultant; I am a writer and speaker; and I am a salesperson. As the owner of a sales training and management consulting company, I don’t have the luxury of concentrating on just …
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The Seven Myths of Sales Management
Being a sales manager is one of the most difficult jobs on the planet. It requires a thorough knowledge of virtually every aspect of the business. And it suffers from a high turnover because the sales manager is ALWAYS the scapegoat …
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Share expert tips with your clients and sell more
Using a video blog like this one below is just so easy to do these days. It does not require sophisticated equipment to create your own video blog. You can shoot a 2 – 5 minute video tip on a very simple camera, upload it to YouTube, …
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Ten Tips to Tap the Power of Prospecting
Many salespeople prospect little, if at all, for two primary reasons: they are so focused on short-term results of their job that they fail to build a career and they become …
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Sales Prospecting for Appointments by Email
A salesperson for a silicon valley software company, Sabrina was tasked with calling on CIO’s in Fortune 1000 companies. Her cold calling skills were a bit rusty, and she was under serious pressure from sales management to produce. …
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It’s Your Move: Keeping the Sale Moving Forward
One question I hear from salespeople on a regular basis is: “what do I do after the initial meeting with the prospect to maintain contact and increase their interest?” The question from their point of view is, “what do I say when I …
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Sales Management Newsletter – Your Sales Funnel: Fiction or Reality?
How much business do you have in your funnel? That’s not a rhetorical question. Look up the number – and then remember it because by the end of this article, it’s going to be a lot smaller. That’s because most sales organizations’ …
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How to Connect Better to Increase Your Closing Ratio
Have you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts. I’m not talking about just more…
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Turn Your Client Database into Gold
Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several …
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Attitude, Expectations, and Reality
“I have to work harder than before, but even so, my sales this month will be better than last October’s.” “My prospects and clients are certainly feeling the pinch of the economy and they’re fearful. But I also closed the biggest sale …
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Keeping Sales Associates Motivated
What can sales management do right now to ensure a healthy pipeline down the road? At TBD, we believe that good leadership is key at this juncture. Sales management needs to stay close and committed to two-way communication and coaching …
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Applying the Concepts of Continuous Improvement to Sales Leadership
Growth depends on sales and sales depends on your sales management systems. But surprisingly, many companies pay scant attention to managing this critical area. Are your sales management systems as fine-tuned as your other business …
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Sales Management Style – The Positive Motivator
Regardless of its implementation, having a Positive Motivator Style in your Sales Management is another foundational key to having a successful Sales Organization. What are your thoughts on this? What are your favorite stories, …
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