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At this time of year, the weather is warm (for the most part!), sellers are anxiously awaiting their vacation, and they also seem to buy into the idea that making sales is next to impossible. This is a completely erroneous …
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For the last few videos, I’ve been talking about client retention and expanding your network within your client accounts. From this, the response I always get is, “Colleen, I don’t want to be behind my client’s back because they might …
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The number one most discussed topic by my community in the past year has been surrounding cold calling. If you’re an active member of my online communities, you may recall seeing much of the debate behind the statement I made…cold …
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If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. All salespeople should be required to have four or more active relationships inside …
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The best behavior that you can exhibit in order to retain the vast majority of your customers is a healthy sense of paranoia. Why? Because it forces you to think like a competitor. When you’re a little bit paranoid about …
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As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts. There are certain instances where clients simply need to …
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Today, I’m decreeing a ban on corporate marketing materials for salespeople. I want to ban salespeople from using them, ban marketing teams from producing them, and maybe even ban the entire industry. Why? They say, “Well, these people don’t know …
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You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and …
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Sales leaders ask me all the time about how to make their sales team take accountability, or hold them accountable, for the set goals. I have to remind them that it’s very hard for anyone to want to be accountable …
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I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving. Improve performance to …
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