SALES PRODUCTIVITY

Objections or Opportunities? Your Mindset Matters

Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of...

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Are You Making It Easy to Buy Your Solution?

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. In buying new cell phones recently, I visited a national mobile carrier who seemed to put up every barrier possible for me to actually purchase two cell phones. From a long wait, to...

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A Crash Course for Creating Client Criteria

If you want to shorten the time to a buying decision… Work with more of the clients you enjoy Focus your marketing efforts on the right people And save yourself a lot of time and headaches Identify your ideal client profile and the criteria that allows you to filter who will be ideal. First, I’ll explain the two types of criteria and then I’ll...

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Danger, Danger! The Pitfalls of Premature Proposals

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements Yet in sales…I see buyers ask for a...

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The Qualifying Conundrum in Sales: Misfit Clients Beware

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if...

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Gain Without Pain? Little Actions Lead to Big Results

Ever notice that if you share a stretch goal or dream to a super achiever, they often respond with the, “No pain, no gain” type of comment? How do you feel when you hear that reaction? Most of us react with a big sigh…pain? As humans, aren’t we wired to avoid pain whenever we can? But what exactly is painful when we are...

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3 Uncommon Actions to Help Actually Achieve Your Goals

Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success. Yet, every day us “common folk” in sales also strive to achieve goals. Our achieved goals may not make the New York Times, but...

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How to Solve the 3 Sales Challenges Every Manager Faces

Managing a sales team is no easy task. Whether you have tenured reps or an inexperienced team, if your goal is growth, there are many challenges to tackle. Fortunately, some of the most common obstacles that plague growing companies have relatively simple solutions. Here’s three recurring sales challenges and simple strategies for fixing or...

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Why New Year’s Is Not the BEST Time to Focus on Goals

Nearly every website, blog post, and article this week is about goals. A focus on goals is never a bad thing, but is now the best time to focus on goals? Don’t get me wrong, goal setting is a key factor in top performance in any discipline. The problem is that SO much emphasis is put on setting the goals at the beginning of the year and not...

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