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Are you harnessing the power of change? Change is often associated with pain, discomfort and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales. I’m willing to bet, on occasion, …
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Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or …
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You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there’s one thing I noticed about her that all salespeople can learn from: you’ve got to ask for what you want. Indeed, …
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You no longer have an ideal buyer. You have to throw out the notion that there’s a singular contact inside an organization who makes the buying decision. Instead, realize that buying influences come in more shapes and sizes than ever …
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Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It’s a great indication of the future success or the gap you are creating based on a variety of key …
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Take the time to analyze how you respond to things, both online and offline. Recently, I posted a new video on cold calling on LinkedIn. This topic has historically led to much discussion, debate, consideration, sharing of what’s worked for …
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It’s important to remember that we create the gatekeepers—they’re all in our own mind. If we create them, we can get rid of them. What Do I Mean by That? Salespeople often get into a situation where they create the …
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Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people. Often, it gets misinterpreted as “nagging” in many workplaces, but that’s …
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I often get a number of questions from clients about sales productivity enhancements: how do we sell more in less time, how do we bring our sales ratios down, how do we bring our closing speed down, or how do …
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Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump. Here’s the thing, coaching shouldn’t be reserved for only poor …
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