Category: Blog
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No Call Coaching = Less Sales Success
I could feel his embarrassment as he sat down for our first coaching session. He knew the first question I was going to ask, as word had gotten around: How many calls so far and how many meetings set? 132 calls. 1 meeting.
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EVERY Deal has these Three Competitors – Do NOT Ignore Them
Your product, solution or service was great. Revolutionary even. Your positioning has been solid. Your prospect would be crazy not to invest. Yet, you lost the deal.
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3 Sales Growth Lessons from a Massively Successful Start-up (plus a Bonus)
Sometimes at an industry conference, you hear a lot of BS. Complete and utter BS.
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Does Your Sales Framework have ‘Weakest Link Syndrome’?
Selling isn’t supposed to be this hard. Driving sustainable sales growth should be easier. You have a great product. Marketing and Product are supportive. Yet the results are sporadic, often more random than predictable.
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APIMA: 5 Critical Steps for a Successful Sales Campaign
It’s a foundational sales truth: You simply cannot win in today’s competitive world without them. You know what they are… Sales Campaigns.
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3 ways to get Comfortable with Being Uncomfortable
Hugh Glass, the fur trader made famous in The Revenant, was NEVER comfortable. Ever. Mauled by a Grizzly bear. Fighting off infection and gangrene in open wounds. Floating down an icy river. Sleeping in a horse carcass.
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4 Success Lessons: Anwar – From Africa to the United States
I love Uber and use it all of the time. My driver this morning, Anwar, showed up in a beautiful, big, black Suburban that was immaculately maintained. I also love talking to people as I find everyone fascinating. We started talking about Uber, does it work for him, life in the US for 4.5 years…
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Metrics, Metrics Metrics: What is a sales manager to do?
As sales leaders, we have all been there, agonizing over the question: What metrics do I need to have to ensure success? 0 metrics and let them ‘practice their art’ or 12 metrics and control everything that they do?
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For Sales: Planning = Winning. Period.
A victorious warrior wins first. How? By studying his opponent. By preparing his skills. By improving his weaponry. By hardening his body. They have a victory plan prior to engaging the enemy. The question I have for you today is: What is your victory plan?
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7 Success Lessons from Lori Greiner
I spent last week Venture Atlanta where Lori was the closing Keynote speaker.