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MARCH 14, 2013

Within the sales process of marketing, selling and keeping, authenticity matters. Yesterday I registered for a 90 minute webinar on Facebook for Business. Also, I knew this was going to be the fairly typical webinar of 50% content, 25% brief biographies and 25% promotion. Your word is your bond. There is no mask to hide behind.

Webinar Metrics 137

Webinar Metrics Social Media Facebook Media 137

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OCTOBER 9, 2012

So many times those in sales leadership roles believe their marketing and sales teams truly understand this talent of role awareness? After all, this rationalization sounds reasonable given the person is in sales and should know his or her role and those expectations within that role.

Sales Leadership 129

Sales Leadership Webinar Metrics Sales Talent Coaching 129

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JULY 21, 2017

Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. How do you handle this sales objection? Real Time Bad Customer Service.

Customer Service 114

Customer Service Objections Customer Social Media 114

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JULY 2, 2016

What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training. Additionally, attending outside (formal) sales training or sales seminars is equally important. The world is changing at rapid speed.

Education 104

Education Lead Rank Lead Scoring Webinar Metrics 104

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NOVEMBER 3, 2012

To know and to stay the course is a powerful small business strategy of how to increase sales. So many times we as small business owners and sales professionals become so crazy busy, so distracted we fail to truly know the course, the plan and then follow that course, than plan. There are many ways in how to increase sales.

Course 152

Course Webinar Metrics How To Face-to-face 152

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DECEMBER 10, 2012

Hmm, I just received another webinar email on sales training offered by some experts. In reading the short bullet points, the emphasis again was on specific sales coaching technical issues, technical sales skills, the professional behaviors of sales management as well as poor organizational processes and procedures.

Training 137

Training Webinar Metrics Sales Coaching Coaching 137

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AUGUST 21, 2012

” Having clients who understand and more importantly demonstrate this sales leadership talent of consistency and reliability does make my role as an executive coach much easier. Those in sales leadership role including small business owners have “an internal need to be conscientious in their personal or professional efforts.

Sales Leadership 140

Sales Leadership Small Business Small Business Webinar Metrics 140

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APRIL 17, 2013

” I am wondering does this simple act of trying separate selling amateurs from sales professionals? If I would receive a penny for each time I hear the word try from small business owners to sales professionals, I would indeed be a millionaire. There are no guarantees for sales professionals or for their employers.

Small Business 147

Small Business Small Business Guarantee Enterprise 147

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APRIL 22, 2013

How many times do sales professionals leave or fail to meet performance goals because of poor sales managers? I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” Share on Facebook.

Sales Management 165

Sales Management Training Promotion Objections 165

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JUNE 18, 2012

The crap quandary of sales training is “I or my people need some new knowledge on best selling practices or development of existing sales skills, but much of the sales training makes big promises, costs big dollars and delivers less than desired results.” Two Last Thoughts. And that thought is 100% accurate.

Training 162

Training Small Business Small Business Webinar Metrics 162

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JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

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OCTOBER 16, 2012

Within the United States, the Presidential and Vice President debates have brought a direct focus on this sales leadership talent of evaluating what is said. ” (Source Innermetrix) Sales Training Coaching Tip: This sales leadership talent does sound similar to emotional intelligence. Credit www.sxc.hu.

Ideal Customer Profile 129

Ideal Customer Profile Sales Leadership Webinar Metrics Intent 129

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JUNE 3, 2013

Do you want sales success? Would you like to increase sales consistently? Then maybe the first action is to recognize and know your self leadership talents before embracing a new sales process or honing another sales skill? Are you tired of living in a world of Einsteins’ insanity? So what is self leadership?

Webinar Metrics 144

Webinar Metrics Lead Rank Lead Scoring Facebook 144

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SEPTEMBER 28, 2012

Sales teams are comprised on unique individuals each bringing his or her own beliefs, experiences and perspectives to the team. The reality of more than one right answer truly works with the individual talents or strengths of each sales team member. Credit www.sxc.hu. Yet from my experience, only a very slim percentage less than 6.4%

Sales Management 128

Sales Management Webinar Metrics Small Business Small Business 128

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FEBRUARY 18, 2013

In the SMB world, one of the simplest ways to increase sales is to appreciate the language of emotions. A higher emotional intelligence is probably a significant factor within any efforts to increase sales. P.S. The language of emotions is very much present in the 3 Sales Buying Rules. Share on Facebook.

Loyalty 146

Loyalty Webinar Metrics Facebook Sales 146

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SEPTEMBER 7, 2012

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. The reason so many small businesses have failed to increase sales is because of poor marketing. One of my favorite ones is developing rapport as a sales skill. Begin to Build the Relationship.

Small Business 147

Small Business Small Business Training Decision Maker 147

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OCTOBER 27, 2012

Have you ever considered to increase sales is as simple as being: Authentic? Yesterday I had two experiences that confirmed the ABC approach to increase sales. Probably this is more about always demonstrating your positive core values or business ethics more than anything else to realize the goal to increase sales. Believable?

Knowledge Base 172

Knowledge Base Webinar Metrics Small Business Small Business 172

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MAY 23, 2013

Maybe it is time to redirect some if not much of the poor sales performance as well as lackluster business growth back to the small business owners and those in sales management. A salesperson reached out to me about achieving her sales goals and quotas. No written sales plan, no written sales goals or overall strategic plan.

Small Business 139

Small Business Small Business Sales Goal Decision Maker 139

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AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Yet the need to increase sales has not changed. Sales training is still needed. Those tools should be supplied by the individual sales team members.

Training 118

Training Hiring Small Business Small Business 118

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NOVEMBER 29, 2012

Years ago I learned of this word “heuristic” and today after reading a couple of blogs regarding sales and selling including becoming the buyer’s assistance I was reminded of this word and how much it pertains to top sales performers in the small business marketplace. Then do you think you would increase sales?

Health Care 157

Health Care Small Business Small Business Face-to-face 157

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FEBRUARY 16, 2013

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists. Sales department with a manager and one or more teams.

Coaching 155

Coaching Training Advertising Advertising 155

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OCTOBER 24, 2012

Recently I spoke with a potential client who shared with me in had invested $80,000 in sales training over the course of three (3) years. After my heart recovered from the big thump of not earning that sale, I asked him how it was working for him. It did not increase sales. His short answer was “It’s not.”

Training 156

Training Proposal Webinar Metrics Government 156

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MAY 2, 2013

Yet sales desperation more often than not is felt not seen by the potential ideal customer or prospect and is truly the silent killer to increase sales. Sales desperation is when salespeople internalize the inability to increase sales and the result becomes negative behaviors especially emotions that have the opposite effect.

Sales Coaching 124

Sales Coaching Coaching Objections Webinar Metrics 124

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AUGUST 1, 2012

Locating and keeping top sales performers is one of the reasons behind the plethora of sales assessments given by those in sales management and human resources. And just like most sales training coaching programs, these tools fail to deliver sustainable results. Credit www.sxc.hu. What a waste!

Workbooks 129

Workbooks Infusion Webinar Metrics Vendor 129

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JANUARY 3, 2013

The last few days I have been engaged in several conversations about social selling and the overall sales process. There seems to be an ever growing gap between social selling and actually realizing the goal to increase sales. However many small business owners and sales professionals do not have that strong of a network.

Social Selling 158

Social Selling Ideal Customer Profile Sales Process Top of Funnel 158

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JUNE 26, 2012

In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to sales training coaching workshops. For example, to get your message out, you offer a free marketing or sales training coaching webinar.

Top of Funnel 152

Top of Funnel Social Media Webinar Metrics Education 152

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APRIL 13, 2013

If you listen to some of the so called sales training coaching experts, you would think that small business owners and sales professionals have been conducting business in caves and never ever venturing forth to the outside world. Sales sales objections sales training coaching' Give me a break! Share on Facebook.

Small Business 168

Small Business Small Business Objections Relationals 168

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MARCH 18, 2013

Many sales training coaching programs are based upon sales research. They fail to recognize the power of observation and how by using one’s eyes and ears increase sales may happen. Sales Training Coaching Tip: Active listening is observing how people communicate. Share on Facebook.

Research 138

Research Coaching Webinar Metrics Facebook 138

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JULY 19, 2013

keyboard) now is directing more sales leads and consequently sales dollars than ever before. Having engaged in content marketing since April of 2005 when I placed my first articles over at Ezine Articles , I have found this type of marketing far easier for me and far more beneficial respective to being able to increase sales.

Leads 158

Leads Marketing Qualified Lead Social Media Inbound 158

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OCTOBER 30, 2013

Can we have a forthright conversation that the business world has changed and specifically the most pressing sales training dilemma? These unknown sales leads “lurk” in the shadows reading what is posted and over time begin to feel like “I know that person” and “I trust that person.”

Training 156

Training Insurance Insurance Social Media 156

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DECEMBER 29, 2012

The end of the year is almost year and it any strategy of how to increase sales is really for next year. So this weekend and during the next couple of days, consider this increase sales tip: Write a testimonial. Professional colleague who provided you with a new sales lead or a referral. Share on Facebook.

How To 137

How To Webinar Metrics Referrals Vendor 137

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MARCH 19, 2013

For those in any sales leadership role including the small business owners, the sales management team or the professional salespeople, the consistency to increase sales is the bottom line. These tasks are not just limited to sales goals, but also include meeting schedules, deadlines and other commitments.

Sales Leadership 144

Sales Leadership Lead Rank Lead Scoring Face-to-face 144

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JUNE 18, 2013

Many in sales also share this talent of flexibility. In selling, these salespeople demonstrate this sales leadership talent of flexibility not with their bodies, but with their brains and minds. As noted previously, the sales leadership talent of flexibility is very much related to one’s ability to manage stress.

Sales Leadership 145

Sales Leadership LinkedIn Competition Webinar Metrics 145

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JULY 15, 2013

As I read all the dynamics of change within this report, I thought about a conversation I had with an executive sales coaching client who had tremendous success in reaching her potential ideal customers (sales prospects) in the past, but now is finding it far more difficult to reach those individuals in the same way.

Small Business 157

Small Business Small Business Advertising Advertising 157

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FEBRUARY 12, 2013

If Jack of Jack Be Nimble Jack Be Quick fame was a salesperson, it could be said Jack demonstrated this sales leadership talent of flexibility. For some in SMB, the sales leadership talent of flexibility probably has never been considered. Share on Facebook.

Sales Leadership 135

Sales Leadership Loyalty Webinar Metrics Facebook 135

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JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. Possibly this inability to clearly articulate value may help to explain why 99% of sales leads do not convert per research by Forrester.

Lead Rank 78

Lead Rank Lead Scoring Decision Maker LinkedIn 78

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NOVEMBER 19, 2012

Even though some small business coaches, social media coaches and small business consultants who are promoting this new aspect presume that all sales are social, this presumption is almost negated when reading their articles, blogs or books. If sales was not social, why would people be in these marketing messages? Share on Facebook.

Social Selling 139

Social Selling Social Media Small Business Small Business 139