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3 Ways to Make a Sales Comeback

3 Ways to Make a Sales Comeback

Tiger Woods produced one of the greatest comebacks in sports history last week, winning the Masters. It was his first win at a major in 11 years. Many, including Woods, counted him out of the game after public scandals rocked his golden image and four back surgeries...

Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

Sue wasn't the most technical person in the world, but now she's selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn't need to get into the weeds. She had access to technical...

What exactly does a thought leader do?

What exactly does a thought leader do?

Do you struggle with titles? Do they seem a bit arbitrary, and for the most part, irrelevant? There are some who say that it may be time to do away with titles, and I might agree. But I also know that there are always going to be those that take comfort in them...

Is Self-Absorption Affecting Sales Success?

Is Self-Absorption Affecting Sales Success?

Is it possible that living in a selfie society is affecting sales results?Sales success? You know, that insatiable desire to take a picture of yourself--regardless of what you’re doing--and immediately post it on all the social media channels. The goal is to make sure...

Perseverance, Resiliency and Revenues

Perseverance, Resiliency and Revenues

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said...

The Power of Stories and Sales Leadership

The Power of Stories and Sales Leadership

We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power--when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is...

The Sale Happens In The Follow-Up

The Sale Happens In The Follow-Up

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no...

Epic Sales Presentation Failures

Epic Sales Presentation Failures

When I say sales presentation, I don’t just mean any sales presentation.  This is the big one.  Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size).  Perhaps retaining your largest customer depends on your ability to...

How To Build A Prospect List

How To Build A Prospect List

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right...

When Does Persisting become Pestering?

When Does Persisting become Pestering?

Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will...

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