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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...
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8 Must Read Books for Sales Leaders
Leading, starting, or growing a sales team is a tough job full of lots of trial and error. That’s why those who can shortcut the learning and help us get to where we need to faster are so wonderful....
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How Are You Filling Your Mental Toolbox? Must Reads for Sales Professionals
What’s THE one book for sales you recommend? It’s a question on many LinkedIn and forum groups. The toughest part is that there isn’t just one book that can help everyone grow sales, is there?...
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The 2016 Sales Must-Read Books: Build a Learning Culture
Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with...
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Earning What You’re Worth Happens in THIS Profession
The US Census income data from 2014 is released and reports the median income by different age groups and gender. I’m not going to get into the wide disparity between men’s and women’s income by age...
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6 Reasons You Must Include Sales Training in Your Growth Strategy
It’s estimated that $20 billion is spent on sales training annually in the US, yet 55% of sales reps don’t have effective skills to succeed.* Does this staggering low result mean sales training is a...
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How to Know When It’s Time to Delegate Sales: A Close Look
Are you the rainmaker in your company? Or is your company not growing as fast or strong as it could because no one really owns sales? Do you find yourself working long hours, weekends, and holidays...
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Ready or Not, It’s Time for a Mid-Year Sales Check-Up
Whew, the first six months of 2016 have flown by, haven’t they? It seems it was just yesterday we were creating our 2016 goals and refining our action plan for achieving them. After all, achieving the...
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How the Pokémon Go Craze Can Help Your Team Sell More
Can you believe the level of Pokémon Go fever these past weeks? It’s amazing how quickly it caught on. I’ve even heard Charzard and Squirtle speak in the lunch room and hallways of major companies. The...
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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...
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The One BIG Thing Most Sales Leaders Skip
Wayde van Niekerk & Ans Botha As a sales leader, business owner, or company executive, you’re busy. With this busy-ness it’s easy to stop, or never start, making time for the one thing that will...
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How to Survive the Business Relationship Fail: The Magic of 5:1
Rebounding in a business relationship after a setback is tough. Heck, it’s tough in any relationship, isn’t it? While there is no “abracadabra” that fixes everything, there is a magic 5:1 ratio that...
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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...
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Desperate Company Seeks High Performing Salespeople: Hiring Trends and Fixes
Remember the good ol’ days when you could place an employment ad, or “spread the word,” and receive 100+ resumes for your open jobs? I sure do. Now it seems every day I hear sales leaders, business...
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The ONE Question You Must Answer Correctly to Win Sales
After spending two weeks at conferences and trade shows, I noticed something simple, and yet so important to your success. When someone asks you, “What do you sell?” Or “Tell me about your product…”...
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How Well is Your Team Equipped for the Sale After the Sale?
Oh, the highs and lows of your company growth. There’s nothing like the high after your sales team closes a big sale. After the deal is done, the papers are signed, and the deposit has been made; the...
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The World Series May Be Underway But in Sales it’s Time to Ditch the Pitch
The MLB World Series is being watched closely by my Illinois co-horts and pitching is an important aspect of winning these baseball games, as we’ve seen throughout the playoffs. While it is important...
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This Simple Action Will Grow Your Team’s Sales Plus 10 Ways to Put it in...
What drives people to succeed? What motivates them to do more and do it more effectively? You may have put a lot of time, energy, and money into getting more from the people you have…compensation...
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It’s Time to Pause and Say Thanks
Thanksgiving is my favorite holiday. There are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned upon. I appreciate the focus on thankfulness at work and home. It’s...
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4 Ways to Stop the Data and Detail Dump!
You’ve finally got the meeting or someone has paused long enough on the phone for you to talk. What happens then? Do you start talking quickly to explain what your product is about? Explaining the...
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