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Archive | Sales Performance

Creating Crap At The Speed Of Light!

Blog post by on July 30, 2014

Everyone is talking about social selling!  We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before.  Social selling dominates many conversations. Many would have you think social selling (social …

Are Sales Conversations about Discovery?

Blog post by on July 30, 2014

I see that often, people don’t really know how to walk through discovery process. A sales guy is out there and that old A-B-C, always be closing, is in the back of his mind. He’s judged that …

Are You ‘Pissed Off’ Enough To Be A Top Performer?

Blog post by on July 29, 2014

I saw a brilliant video by Tom Peters, Innovation:  Angry People Make Change, be sure to watch it. Being pissed off, angry, impatient is an important concept around success–particularly in sales. Now before some of you jump …

When the Best Solution Is NOT Your Offering

Blog post by on July 29, 2014

Have you ever found, when doing Discovery with a prospect, that the problem they face may not be best addressed by your offering – that another organization’s product would be better choice for them?  Do you go …

Six keys to start-up and small business sales success

Blog post by on July 29, 2014

One of my favorite all-time sales executives always had a quote at the top of the enormous whiteboard in his office: “Start-ups don’t starve, they drown.” That’s true across a variety of departments and disciplines, but perhaps …

How to Find Your Next Sales Rockstar

Blog post by on July 29, 2014

Almost every time that I walk into a client’s office, whether for a meeting or to conduct sales training, I typically get the same question: Do you know any great salespeople who might be interested in a …

Sales Moments

Blog post by on July 28, 2014

Last week, I attended a conference call with the top sales management of one of my clients, to discuss ways to more deeply embed the culture and practices of consultative selling techniques that we’ve introduced to their …