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Executive Selling Aptitude Quiz – What’s Your ESA Score?

Executive Selling Aptitude QuizIf you’re a sales person or sales leader looking to land larger deals, then the following quiz will give you a baseline to measure your executive selling aptitude. The assessment, developed by Top Line Sales, weighs key attributes that are necessary to build and maintain a world-class approach to cultivating senior leaders over time.  After completing the self-assessment, a plan can be developed to address your deficits leading to improvements in your executive selling approach and results. (more…)

How to Share Challenges and Successes for More Women in Sales to Gain Ideas

Share Challenges and SuccessBeing able to learn from others is a powerful way to identify and solve problems as well as for sharing big successes. At the AA-ISP Leadership Conference this week, WOMEN Sales Pros will be facilitating a workshop for men and women sales leaders (and company leaders) on ways to find, hire, and retain great women sales reps and sales leaders. (watch the Twitter handle @WOMENSalesPros plus #LS2017

After a panel discussion with three amazing women leaders we will break into small groups. Below are my instructions for the (more…)

Revealing the 4 Simple Pillars of an Effective Sales Program

Effective Sales ProgramHow do you train, develop and motivate your sales team so that your message sticks? If you’re like most sales leaders I work with, you were promoted and tasked with training others to be as successful as you have been in sales. This promotion, most likely also came without offering you the essential training and mentoring skills to help you be successful.

Transferring your years of knowledge and expertise to your team requires you to learn some new skills—specifically, how to train and mentor your sales team to be successful. (more…)

When Too Much of a Good Thing is “Too Much!”

Too MuchRemember Aesop’s story of the little shepherd boy who cried wolf? He cried wolf so often when there was no wolf that when one appeared and he cried for help, no one came and the wolf ate all the sheep. I was reminded of that story as I listened to an otherwise personable young man (let’s call him Bob) walk me through a demo of his software.

Everything he showed me was “magical.”

Now, the first time I heard him describe one of his product’s features as “magical,” I was (more…)

An Essential Executive Communication Strategy for Sellers

Executive communication strategyDo you know what the executives care about in your largest accounts? Progress, hard results, personal goals or company priorities?

If you want to stand out then one thing is clear, regardless of your sales process, it’s critical to know the answer to the question and even more important to have a strategy to communicate the alignment of your product or services with executive expectations on a regular basis.   (more…)

Do You Make These Colossal Mistakes in Your Sales Presentations?

Sales PresentationsYour prospect loves the solution you are offering. They tell you that you are terrific and that this is the exact product they’re looking for! Then out of nowhere you hear the dreaded, “I need to think about it”, “we’ll get back to you”, or “I need to run it by so-and-so.” Of course so-and-so is currently out of town and can’t be reached.

You’re baffled and wonder, “What in the world did I do wrong?” (more…)

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