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What’s the Key to Salesperson Productivity?

Do you think that the key to salesperson productivity is activity? Many business owners and sales managers would agree. However, it is Right Activity that leads to productivity. And how do we get more of the right activities? As we learned from Schoolhouse Rock: “Knowledge is Power!” The key to making your sales professional more […]
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In Blog Posted

Right Activity

Most sales people hate this, while Sales Professional embrace it: Right Activity leads to the right results. So, how do you know what is the Right Activity? It starts with who you want in your pipeline. That’s right, who YOU want. If you are pursuing just anyone, then you end up with a pipeline of […]
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Right Targets

Have you ever gotten a new client only to regret it months later? It has happened to all of us. However, the problem is even greater than it looks on the surface. Problem clients often keep us from doing our best work. They take more time, more energy, and bring a lot of negative energy, […]
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In Blog Posted

Right Growth

Is your business experiencing the right type of growth? On the surface, that may sound like a funny question – growth is growth, right? Not so. Focusing on the right type of growth impacts every part of your organization and your organization’s future. That is why I have revised one of my favorite sayings from […]
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In Blog Posted

There is No Buying Process

We all have heard something similar to this from one resource or another, “statistics show that 70% of the buying process is done by the time your prospect talks to you” – right? What is often assumed by this assertion is we no longer need to help educate our prospects and that they are all […]
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In Blog Posted

Think Like a CEO

A good friend of mine, Ken Schmitt, the CEO and Founder of Turning Point Executive Search helps companies find the right Sales and Marketing Talent to help them grow their firm. Ken has done an amazing job growing his firm over the last 8+ years and continues to innovate, provide excellent service and most importantly, […]
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