Use “Why” to Turn a Struggling Sales Professional into a Superstar

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Having real conversations in our lives is often uncomfortable. We will leave things unspoken because we are afraid of what might happen. We might offend someone. We might lose a relationship. We might give people the wrong impression. Yet, the longer we let these unspoken issues go, the bigger they get.

It could be something as simple as the guy in the next cubicle is constantly sniffing. Initially you are willing to let it ...

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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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