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What is a Relationship?

I recently attended a workshop with Lon and Sandy Golnick. The workshop was titled Relationships by Design and I am sharing what I learned from them. The word relationship has no meaning… Why is it that the question ‘What is a chair?’ generates a consistent response yet asking even a small group of people to define a relationship produces many …

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Stop Trying to Close Deals Faster

When sales people ask for advice on how to speed up a sale, I challenge them to share their motivation for doing so. Answers typically include: Opportunities take too long to close I need my deal to close this quarter My manager want’s me to bring this one in sooner Each of these statements is selfish. I use the word …

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Successful Sales Call Checklist

I recently produced a checklist to help sales teams run better sales calls. This cheat sheet gives you a step by step approach to best practices for preparing for, opening, and closing sales calls with your prospects and customers DOWNLOAD A PRINTABLE VERSION Of MY SALES CALL CHECKLIST HERE Get More Free Sales Tools HERE

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Stop These Cold Calling Bad Habits

I’ve noticed an increase in three bad habits perpetuated by sales people involved in outbound prospecting. Bad Habit #1 – Calling on whatever name happens to be in front of them when they open up Salesforce.com. Think about this for a moment… Rather than identifying individuals we should be calling on based on a formal definition/articulation of our Ideal Target …

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20 Sales Process Guides [Free Download]

My passion is helping sales professionals and sales leaders learn ‘exactly how‘ to master the tools, techniques, and processes to support their success. For the first time ever in one place, here are links to download (for free) 20 of my most popular process guides, play-books, templates, and cheat sheets. For almost five years, my most popular guide has been …

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Sell to Accountable NOT Responsible

In every sales opportunity, buyers can be divided into two distinctly different roles. Some individuals are accountable for making decisions while others are merely responsible for making decisions. What’s the difference? Accountable Buyers are those that can articulate specific and measurable outcomes they are committed to delivering to specific people within the organization over a given period of time. Responsible …

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How To Fix Your Sales Forecasting Process

Sales people and their managers spend countless hours on a broken process called Sales Forecasting (also referred to as Pipeline Forecasting.) Companies rely on Sales Forecasting to predict which deals will close within a given time period (month, quarter, year.) Forecast meetings (also called Pipeline Reviews) fail to deliver accurate predictions and waste countless hours because they revolve around something …

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Email is Killing Us

In 2007, Merlin Mann penned a series of articles focused on effectively managing email. His now famous Google Tech Talk video Inbox Zero was released the same year. In 2009 (the first year statistics are available), the average business user sent or received an average of 74 emails per day. In 2015, that number grew 64% to 122 emails per day. …

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Sales Performance – Managing The Fundamentals

In my work with sales teams, I insist on ‘managing the fundamentals.’ Every week, sales teams I support hold a formal ‘read-out’ on their basic metrics of prospecting and pipeline contribution. The following is the list of questions we answer for the previous week and last 30 days. [You can download these questions as a printable worksheet HERE] How many calls were made? …

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Cold Call Rant [ Conversica ]

I am the receiving end of cold calls at least once per day. Here is a rant about today’s call from Conversica (who pitch their ability to provide this service for other companies.)  Listen to what I have to say about their approach.