SALES RESOURCES

Your Greatest Sales Tool (It’s Not What You Think…)

What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools. From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right...

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The Research Says… Skill and Will Are Key to Top Sales Performance

I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific...

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4 Ways to Prove Your Sales Training Is Worth It

Does this scenario sound familiar? Your first round of budget planning for next year included all the items you know are necessary to grow your business: payroll, benefits, facilities, maintenance, production, supplies, and investments in technology, training, and tools. Unfortunately, they’ve come back to you with a note saying you have to...

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The Worst Sales Advice Ever?

Last week I was the recipient of some of the worst sales advice I’ve ever heard… “Never ask a question you don’t know the answer to.” Never ask a question I don’t know the answer to? I suppose that would be good sales advice if I knew everything about each prospect, client, and situation. But how could I...

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The ONE Big Thing That Kills Your First Sales “Cold” Call

The dreaded first, or cold sales “call”, to someone new is ripe with opportunities for things to go wrong. Whether it’s a phone call, email, or face-to-face visit, these first calls often go wrong before the contact is even initiated. Why is that? Is it because so many buyers are still adverse to a stranger contacting them? Is...

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Summer’s a Great Time to Pick Up a New Sales Book

This is the time of year I love! Long sun-filled days, warm temps, and lots of opportunities for outside fun. I spend a lot of time near water-our pool, the lake, and even a trip to the NW Pacific planned this summer) always with a book, or my Kindle, in one hand. (The other hand is for a beverage or snack of course.) Summer is a great time...

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A Fresh New Year Start: Your Cause and Effect

The new year is here! And there’s no time like a fresh new year for taking a fresh look at our goals, actions, time, and energy and their effect on what is most important to us. As you are identifying (or reviewing) your goals, think about the plan to achieve the goal. While some say goal setting is an art and not a science, there is a scientific...

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