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Don’t Fire Your VP of Sales
To be certain, there are Sales Leaders that are not a cultural fit or do not have the requisite skills to accomplish the mission and should be replaced. What I am referencing as a point of discussion...
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“We are what we repeatedly do. Excellence then, is not an act, but a habit.”...
I am a firm believer in the above statement. It has application to all areas of life; fitness, learning, relationships, your golf game ….but of course in this context, I’m relating it to sales success....
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Use Real Data to Plan Your Success
Recently I was chatting with a colleague who was down in dumps about his sales team’s inability to properly forecast the opportunities in the sales pipeline. “We have a large number of opportunities at...
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The Role of Preparation in Sales Success
There is an old saying, “If you fail to plan then you plan to fail.” In the world of complex sales (the stakes are high), preparation is foundational to every phase of your sales process. I would argue...
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We just want better sales results!
Result: Something that happens as a consequence; outcome. We need more sales, more profitable sales, more of “this type” of sales etc. The common theme is that organizations know the consequence and...
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Warming Up in the Bullpen
Our blog from a few weeks ago was on the topic of preparation before making an initial call on a suspect. We stopped at preparing your pitch. To continue forward, what are some important elements to...
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Premature Selling
As we meet with various sales leaders and salespeople, we are finding a common theme emerging. Many salespeople are presenting their “solution” to the client far too early in the sales process. As we...
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The Magic of 250
Sir Anthony Hopkins is one of the most respected and successful actors in the world. I was reading an article about him the other day and I was struck by his process for preparing for a play or a...
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