Confidence is a Full Pipeline

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I run into overwhelmed Sales Professionals all the time. Their job is not as glamorous and easy as many would have you think. Pulling all of the activities and strategies of a successful Sales Professional can be difficult. You are constantly managing multiple opportunities at different stages of the sales process with different industries, stakeholders and standards that make it a non-stop challenge. That being said, some Sales Professionals have mastered it. Ultimately the key ...

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Elevating Your Sales Organization

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Elizabeth has been a Sales Professional for 10 years. She had worked hard and consistently produced for the two companies she had sold for in her industry. Tomorrow she was going to start at a brand new company as the Director of Sales. She was excited to say the least. She was ready. She had completed her master program at the university 6 months prior. She was fortunate to have had two ...

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What to Do When Your Sales Team Says They Have Too Much Admin

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Often as a sales and business development consultant, I have sales producers come up to me and say, “There’s so much admin. I can’t focus on sales. I’m best in front of my prospects, not sitting behind a computer doing things.” When I hear that, I take a step back and say, “Okay. Perhaps we can improve that a little bit for you.”

The Case for Less Admin

As a Sales Leader, don’t just chalk this ...

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How to Increase Your Closing Rate as a Sales Person

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Today we have many great tools that help us to be efficient. We often wonder how we ever survived in the “old days” without email, texting and Social Media. Each of these tools I have mentioned have transformed the Sales Profession…when used properly. Often Sales Professionals mistake speed for efficiency and make unwarranted assumptions.

As a business consultant, I’m often asked, “How do I increase my close rate? I’m struggling. I’m ...

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How to Get Your Deals to Close Faster

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The pressure to add “velocity” to the sales process is ever present. As a sales and business development consultant I’m often asked, “How do I get my deals to close faster?” Regardless of how patient and understanding leadership may be, when it comes to hitting numbers, there is always urgency. This pressure comes internally from your boss, his boss or even yourself. It is important to make sure each sales opportunity is executed as efficiently ...

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