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Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance. In fact, the results from Sandler Research Center’s inaugural survey confirmed the following: While 73% of respondents said that …
Your competitive differentiation, selling skills, product knowledge and more selling opportunities are not going to be enough to achieve your Q4 goals. If you don’t how to effectively manage your time and daily interruptions, other people’s requests and disruptions will sabotage your best laid plans, forcing you to live from a place of REACTION rather …
SALES LEADERSHIP was named the Top Sales and Leadership Book of 2018 by Amazon.com and Top Sales World! You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm, coachability, accountability, passion, or commitment. These you must earn, learn, and develop, starting with trust. Successful organizations have leaders who focus on creating a people-centric, …
When salespeople lose a sale, do you assume it’s a gap in skill, experience, knowledge, passion, attitude or commitment? Actually, the root cause of all lost sales, communication breakdowns, departmental silos, and strained relationships that lead to mistrust are the ASSUMPTIONS we make every day. INSTANT DOWNLOAD Here’s a sales coaching playbook to avoid these …
When you take the time to intentionally write down your career and life goals, consider that many of the goals you’ve set have already been achieved! There’s a massive difference between your goals, tasks and the lifestyle you want to create. Here’s when S.M.A.R.T. goals become STUPID goals and what you can do to enjoy …
Using this one strategy can mean the difference between developing a mediocre team of dependent, transactional order-takers or a team of accountable, top performing champions. It’s all how you choose to communicate – in less than one minute. If you have time to give answers – then you have time to coach. INSTANT DOWNLOAD “I …
The best salespeople who exceed their sales goals have no need to sell. Instead, they attract sales to them. As you’ll see in this story, the power of questions, authentic, radical curiosity and care, and coaching your customers to succeed is their secret to becoming a sales champion. Adrian was responsible for managing the sales …
