Understanding the Sales Force

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A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.

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The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases.

Closing 262
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How All Those Trucks on the Road Can Help You Stop Discounting

Understanding the Sales Force

Trucks and construction. Lots of construction. We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. Lots of trucks.

Discount 173
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Elements of an Effective Elevator Pitch

Understanding the Sales Force

Elevator pitches and UVP's are usually so poorly constructed I have to wonder if anyone in sales leadership puts any time at all into formalizing their messages. Some are OK, most are not, and for most companies, there are tremendous inconsistencies between each salesperson's messages.

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Sales Process for the Anti-Sales Process Crowd

Understanding the Sales Force

Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. I’ll repeat the explanation here because it is a perfect analogy for people who don’t like the implication of a sales process, and it comes from a different perspective than I’ve previously shared.

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The Keys To Retaining and Losing Your Customers

Understanding the Sales Force

And next year, after construction to the property will require a reinstall, I will call one of their competitors. I used to be able to simply go online and schedule a technician and now they have me jumping through hoops just to get someone here. Lesson: When you have legit competition and you suck, nobody is coming back.

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Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Coachable - whether or not the candidate is open to constructive criticism and believes there is room for improvement. There are eight findings that point to potential: Growth Potential - how much improvement we can expect from this point forward. Trainable - whether or not the candidate has the incentive to change and adapt.

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