Steve Keck, Author at Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/author/steve/ Your Bridge to Growth Thu, 30 Jan 2020 14:03:25 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://i0.wp.com/spanthechasm.com/wp-content/uploads/2018/06/cropped-StC-ICON.jpg?fit=32%2C32&ssl=1 Steve Keck, Author at Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/author/steve/ 32 32 169018174 10 Commandments of Success https://spanthechasm.com/%post_type%/10-commandments-of-success/ Thu, 30 Jan 2020 12:00:49 +0000 https://info.spanthechasm.com/2017/12/07/10-commandments-of-success/ The post 10 Commandments of Success appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 27 For Sales, Yoda was wrong. TRY does Matter. https://spanthechasm.com/%post_type%/for-sales-yoda-was-wrong-try-does-matter/ Thu, 16 Jan 2020 11:00:57 +0000 https://info.spanthechasm.com/2017/12/07/for-sales-yoda-was-wrong-try-does-matter/ ‘Try Not. Do or Do Not. There is no Try.’ An epic quote from a 3′ tall Jedi. A highly respected Jedi. But, for Sales, he is WRONG. Simply WRONG. From a process perspective, what you DO or DO NOT is an outcome of what you TRY.

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]]> 50 The Cost of Being UN-Thankful https://spanthechasm.com/%post_type%/the-cost-of-being-un-thankful/ Tue, 13 Nov 2018 09:00:47 +0000 https://info.spanthechasm.com/2017/12/07/the-cost-of-being-un-thankful/ The post The Cost of Being UN-Thankful appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 72 4 Key Sales Lessons: Enterprise B2B Sales and Selling Concessions https://spanthechasm.com/%post_type%/4-key-sales-lessons/ Sun, 14 Oct 2018 23:17:59 +0000 https://spanthechasm.com/?p=1961 The post 4 Key Sales Lessons: Enterprise B2B Sales and Selling Concessions appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 1961 3 Lessons in Sales Wisdom from a Buddhist Monk https://spanthechasm.com/%post_type%/3-lessons-in-sales-wisdom-from-a-buddhist-monk/ Tue, 08 May 2018 14:35:44 +0000 https://spanthechasm.com/info/?p=698 The post 3 Lessons in Sales Wisdom from a Buddhist Monk appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 698 Sales Forecast Spring Cleaning https://spanthechasm.com/%post_type%/sales-forecast-spring-cleaning/ Mon, 19 Mar 2018 16:21:30 +0000 https://spanthechasm.com/info/?p=626 ‘When in doubt, throw it out.’ That’s been my closet cleaning mantra for 20+ years. A few well-tested guidelines: If I haven’t worn it in a year, off to Goodwill. If I ‘might fit in it again someday’, off to Goodwill. If it reminds me of Miami Vice, off to Goodwill. If I think my […]

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]]> 626 The Secret Deal Killer in Sales https://spanthechasm.com/%post_type%/the-secret-deal-killer-in-sales/ Sat, 03 Mar 2018 02:40:17 +0000 https://spanthechasm.com/info/?p=606 Save your tears for Sunday night and the Hallmark Channel. They’re no good here. I killed your deal. Deal with it. It’s true. Simple truth. And you never saw it coming. Who am I? I don’t show up on an organizational chart. I never hit payroll. I rarely pay attention to corporate dress codes.   […]

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]]> 606 Stop Asking the WRONG Questions https://spanthechasm.com/%post_type%/stop-asking-wrong-questions/ Wed, 14 Feb 2018 03:54:10 +0000 https://spanthechasm.com/info/?p=571 Remember playing the game of ‘20 questions’ when you were a kid? Very frustrating and fatiguing. Felt like torture. ‘Just tell me what the D*$& thing is!!!!’, You’d scream in frustration. From the prospect’s perspective, talking with a sales rep can feel like that. Getting peppered with questions that lead to a preconceived outcome clearly directed by […]

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]]> 571 Use “Little” Data to Grow Sales Productivity https://spanthechasm.com/%post_type%/use-little-data-to-grow-sales-productivity/ Tue, 14 Nov 2017 00:50:34 +0000 https://info.spanthechasm.com/2017/12/07/use-little-data-to-grow-sales-productivity/ ‘How many times did you try it?’ I asked. ‘Three’ was the answer. ‘But it didn’t work well, so I stopped trying.’ WTF? (What The Flugelhorn) You tried something new 3 times and then abandoned it? WOW! What if you had taken the same approach as a toddler learning to walk. It takes a while […]

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]]> 76 6 Attributes of Great Sales Performers https://spanthechasm.com/%post_type%/6-attributes-of-great-sales-performers/ Tue, 03 Oct 2017 23:50:35 +0000 https://info.spanthechasm.com/2017/12/07/6-attributes-of-great-sales-performers/ ‘Profound knowledge being shared in a very simple and engaging way.” (Part 1 of a 7 part series on our inSPPECt methodology) That’s feedback from one of our students in the Focus On What Matters™ sales WORKshop this past weekend. I was both humbled and proud as we serve our clients daily in meaningful ways […]

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