Each day I receive announcements about new sales tools from CRMs, sales training software, books on sales, etc. Most suggest by purchasing these tools, they will be the answer to your sales problems. MORE
One of my favorite quotes is by Marcel Proust who wrote “The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” ” Proust recognized the power of clarity and how humans have a tendency to seek something new because their vision is clouded. MORE
How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better. MORE
Have you heard about the sales entitlement virus? Probably not even though this sales virus has always been present. Where this virus started is within customer loyalty. From the executive leadership team to the sales team, loyal customers were expected to continue to buy from the organization. MORE
One of the most consistent attributes for those wishing to have sustainable sales success is “be authentic.” ” Today’s far more educated buyers or decisi9on makers can spot a phony a mile off. MORE
An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. Imagine for a moment, a woman walking into an upper end clothing store. MORE
According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others. MORE
In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac MORE
Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward? MORE
How many sales conversations leave you confused, wondering what was just said? Maybe others may feel the same way about your interactions? Credit www.gratisography.com. MORE
Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople. MORE
Being in sales for over 40 years, I am continually surprised by the SMB salespeople who tell me they are in sales and want to sell. Yet upon questioning, I hear all these self-imposed, self justification excuses as to why they are not achieving their sales goals. MORE
Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends. MORE
The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report. MORE
One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions. MORE
SMART goals have been with SMB sales professionals and owners for over 50 years. Yet how many executive leaders and salespeople consistently fail to achieve both professional and personal goals? As SMB has evolved, now is the time for SMART goals to evolve as well. MORE
Funny think about sales, many people lack crystal clear clarity. These are the salespeople that scurry around B2B networking events, who stumble when ask what they do, and who complain about the inability to increase sales. MORE
So what’s your purpose if you are in sales, leadership or some other role? People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com. MORE
Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution. MORE
Just read another eBook about how to increase sales for executive coaches in just three easy steps. Following these three steps, your executive coaching or sales coaching practice will magically transform itself and you will have riches beyond your wildest expectations. Really? MORE
One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success. MORE
Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople. MORE
Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. I remember reaching out to the local SCORE group. MORE
Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1 1 – Have a sales plan and more. Without a plan, you are trying to hit a moving target. MORE
Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat. MORE
Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy. MORE
Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com. MORE
Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted). MORE
This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.” MORE
Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. MORE
Executive coaching is becoming a recognized sustainable solution to improve the business leadership performance of individuals. Yet, how often are people asked to explain the essence of this powerful solution? MORE
Each of our lives is very much like a boat with a sail. The winds of change among other winds drive our boats over the seas of chaos and calm. Sometimes we may through out the anchor in a protected harbor during terrible storms. Other times we just allow ourselves to drift aimlessly. MORE
Are you frustrated, really frustrated by the inability to consistently increase sales? Have you tried a lot of different inexpensive to expensive solutions, but still have unacceptable results. If you could quickly achieve more sales, what would that do for your business? MORE
Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us. MORE
Do you remember the song “Looking for Love in All the Wrong Places?” ” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. These three gaps appear quite frequently. #1 MORE
Over in a LinkedIn discussion group, there were several comments about the necessity for online executive coaching, sales coaching or business coaching. The argument was to justify additional income. My observation was simply this: Coaching, be it executive, sales or business is not transactional. MORE
Increase Sales
JANUARY 5, 2018
In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac
Increase Sales
MARCH 6, 2018
Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us.
Increase Sales
DECEMBER 1, 2016
Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.
Increase Sales
NOVEMBER 9, 2016
Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward?
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Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.
Increase Sales
SEPTEMBER 23, 2016
The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report.
Increase Sales
NOVEMBER 25, 2016
An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. Imagine for a moment, a woman walking into an upper end clothing store.
Increase Sales
NOVEMBER 17, 2016
How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.
Increase Sales
NOVEMBER 14, 2016
SMART goals have been with SMB sales professionals and owners for over 50 years. Yet how many executive leaders and salespeople consistently fail to achieve both professional and personal goals? As SMB has evolved, now is the time for SMART goals to evolve as well.
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Find out why waiting for perfection is costing you money.
Increase Sales
OCTOBER 14, 2016
Executive coaching is becoming a recognized sustainable solution to improve the business leadership performance of individuals. Yet, how often are people asked to explain the essence of this powerful solution?
Increase Sales
NOVEMBER 26, 2016
Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat.
Increase Sales
NOVEMBER 4, 2016
How many sales conversations leave you confused, wondering what was just said? Maybe others may feel the same way about your interactions? Credit www.gratisography.com.
Increase Sales
NOVEMBER 19, 2016
One of the most consistent attributes for those wishing to have sustainable sales success is “be authentic.” ” Today’s far more educated buyers or decisi9on makers can spot a phony a mile off.
Increase Sales
OCTOBER 12, 2016
Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted).
Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems
World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.
Increase Sales
NOVEMBER 3, 2016
Each day I receive announcements about new sales tools from CRMs, sales training software, books on sales, etc. Most suggest by purchasing these tools, they will be the answer to your sales problems.
Increase Sales
OCTOBER 28, 2016
This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.”
Increase Sales
OCTOBER 3, 2016
One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions.
Increase Sales
SEPTEMBER 22, 2016
Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution.
Speaker: Ray Makela, CEO Sales Readiness Group
Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.
Increase Sales
OCTOBER 22, 2016
One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success.
Increase Sales
NOVEMBER 29, 2016
So what’s your purpose if you are in sales, leadership or some other role? People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com.
Increase Sales
NOVEMBER 28, 2016
Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy.
Increase Sales
NOVEMBER 30, 2016
Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training.
Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc
Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.
Increase Sales
JANUARY 7, 2018
Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends.
Increase Sales
NOVEMBER 5, 2016
One of my favorite quotes is by Marcel Proust who wrote “The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” ” Proust recognized the power of clarity and how humans have a tendency to seek something new because their vision is clouded.
Increase Sales
OCTOBER 15, 2016
Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople.
Increase Sales
FEBRUARY 27, 2018
Sales productivity is simply the actions necessary to secure the business results that are delivered from your sales goals. When productivity is high, the results should also be high unless there is a lot of lost potential or waste happening with the daily actions. Here are some simple tips that will help you realize greater results by improving your sales productivity. #1 1 – Have a sales plan and more. Without a plan, you are trying to hit a moving target.
Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital
More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)
Increase Sales
NOVEMBER 1, 2016
Over in a LinkedIn discussion group, there were several comments about the necessity for online executive coaching, sales coaching or business coaching. The argument was to justify additional income. My observation was simply this: Coaching, be it executive, sales or business is not transactional.
Increase Sales
NOVEMBER 2, 2016
According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others.
Increase Sales
OCTOBER 25, 2016
Do you remember the song “Looking for Love in All the Wrong Places?” ” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. These three gaps appear quite frequently. #1
Increase Sales
NOVEMBER 13, 2016
Each of our lives is very much like a boat with a sail. The winds of change among other winds drive our boats over the seas of chaos and calm. Sometimes we may through out the anchor in a protected harbor during terrible storms. Other times we just allow ourselves to drift aimlessly.
Speaker: Pat D'Amico, Founder and CEO, About-Face Development
Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.
Increase Sales
OCTOBER 24, 2016
Are you frustrated, really frustrated by the inability to consistently increase sales? Have you tried a lot of different inexpensive to expensive solutions, but still have unacceptable results. If you could quickly achieve more sales, what would that do for your business?
Increase Sales
OCTOBER 13, 2016
Funny think about sales, many people lack crystal clear clarity. These are the salespeople that scurry around B2B networking events, who stumble when ask what they do, and who complain about the inability to increase sales.
Increase Sales
SEPTEMBER 29, 2016
Have you heard about the sales entitlement virus? Probably not even though this sales virus has always been present. Where this virus started is within customer loyalty. From the executive leadership team to the sales team, loyal customers were expected to continue to buy from the organization.
Increase Sales
SEPTEMBER 30, 2016
Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. I remember reaching out to the local SCORE group.
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
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