Sales Pro: Driving Client Loyalty through Nearsourcing

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Giving Business Away:

How often do you retain a client by giving business away: Okay, I don’t necessarily mean walking away from your paying clients but providing them solutions outside of your product or services.  The idea of being a trusted advisor can be misconstrued.  Quite often we only think of being a trusted advisor for our own area of expertise.  We do everything we can to deliver at higher than expected level for our clients, partners and prospects, ...

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Sales Schmo: Cheap Tires

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Last week I spent my late Friday morning and early afternoon waiting for my car to be fixed. I knew coming in I needed new brakes, and oil change and a tire rotation…at least that is what I was hoping.

The Tires

My tires didn’t look great but in my not-so-professional opinion, they just needed to be rotated. Come to find out after much spirited discussion with the Tire Sales Professional, that for the safety of my family, colleagues and friends, I ...

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Sales Pro: “Why” Stories Sell

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The Test Drive:

Recently, my wife’s aunt and uncle bought a new Honda CRV. As with many of us, they not only did their research but they wanted to test drive the car.  This involved the dreaded trip to the local Honda dealership in Carlsbad, CA in northern San Diego County.

Talk about an industry that has created the image of the Sales Schmo! I have experienced the 20 year old sales person going to the 21 year old ...

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Sales Schmo: Recruiting Shortsightedness

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The Perfect Fit

Every company is looking for the perfect sales professional to solve their recruiting needs.  This is especially exaggerated when there have been repeated attempts at “hiring to solve the sales problem.”  The profile they are looking for generally is:

  1. Someone with industry experienceStructuring Your Business | Corlea Group
  2. Someone with a great reputation in their specific industry
  3. Someone with a “book” of business they can bring ...
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The New Sales Pro: How to Drive Motivation from the Pipeline

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CRM Input is for Losers

How can inputting opportunity and activity information into your company’s CRM be motivating for a new Sales Professional?  Isn’t it just the opposite? How boring is that!?!  Isn’t it only done so the boss can crack the whip and micro manage you? Not if your Sales leadership and Sales team is made up of Sales Pros, not Sales Schmos.

I met with one of my favorite clients this week.  She is a relative new-comer to the Sales Profession ...

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