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Executive Sales Training – The Best Sales Tips Ever

Top 12 Selling ‘Truths’ In my sales coaching and consulting work, I find myself articulating a few key concepts over and over again. Over the past year, I have made a conscious effort to identify those themes that keep rising to the top of the pile as well as those that have the greatest impact, yet seem to require the …

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Executive Sales Training – The Art of Mastering Discovery

Artful Discovery – Why Telling Ain’t Selling For the past four months, I have been focused on a significant client project. Like most of my engagements the charter is simple – repair an ineffective sales organization within an otherwise healthy company that has a valuable and highly differentiated service offering. To date, we have rewired the demand creation / lead generation …

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Lead Generation Strategies – To Find Yourself A Job!

The Top Ten Reasons You Don’t Have a Job I have been doing a lot of interviewing lately, as in looking to hire people. You see, the economy is getting better, which means employers are starting to offer people real jobs, the kind with living wages and benefits. Given the volume of job seekers as well as the plethora of …

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Nurturing Leads – Benchmarks to Guage Customer Intimacy

The Six Elements of Customer Intimacy In this entry, I will provide some clarity into the Six Elements of Customer Intimacy and define what is meant by each. You can think of these descriptions as benchmarks (i.e. the ’10’ on a scale of 1-10). In reality, we will seldom get to a ’10’; however, the point of this exercise is to …

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Lead Generation Strategies – Using Social Media to Your Advantage

10 Ways Sales Pros Use LinkedIn to Win! My position on using social media in sales is simple: It’s a fantastic tool for building relationships and an absolutely awful environment to deliver your pitch! Think about it. You wouldn’t walk up to someone at a ‘real-life’ networking event and pitch them, so what makes you think this works online? As …

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Nurturing Leads – Customer Intimacy and the Sales Relationship

The Role of the Customer Relationship In my work as a sales coach and mentor, I often speak about Customer Intimacy. For many, intimacy is an awkward word to use when referring to your customer (or prospective customers) relationships. It is awkward in the sense that most people are uncomfortable with the dynamic of intimacy in their personal lives. For …

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Qualifying Prospects – What NOT to Say

Stop Using the B-Word! One of the common barriers for sales professionals is understanding if (and how) a prospect intends to pay for our product or service. Unfortunately, most attempts at qualifying prospects default to using the dreaded B-Word! The most common questions include: Do you have budget? What is your budget? Is there a budget established? Can you share …