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Customer Reference Software: A Look into RO|Innovation

A sales idea is born. As the VP of Sales at another company, Jim Mooney couldn’t make a sale without reaching out to one of his past clients as a referral to ask them to talk to his prospect. Somewhere down the sales cycle prospects want to talk to other customers or references to establish some credibility, so references are …

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Sales Training Lesson from Mike the Driver

A number of years ago when I was still a snot-nosed kid of about 23, I got a job over the holidays as a seasonal driver for UPS. I was literally moving from 7:00 in the morning until 5:00 at night; I wasn’t hauling massive amounts of weight, but I was hauling boxes; and I wasn’t moving quickly, but as …

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Content Marketing Emails: Don’t Waste Your Words

I have been working with a lot of my clients over the past couple of years helping them understand the interplay between sales and marketing, and specifically content marketing. The premise, of course, is based on the fact that you can interact with somebody initially and determine very quickly if they are qualified, meaning that they are in your target …

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Leads Management: Trade Show Follow Up

A client of mine recently came back from a trade show with a lot of leads and said it had been a really successful event. We’re now in the process of going through those leads to try to get meetings with them, for which we have put in place a couple of leads management strategies comprised initially of email and …

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Sales Process Training: Gambling to Win

One of the challenges that one of my clients and I are working through in his sales process training is the seemingly random and overly-responsive, reflexive approach that they have to selling in a lot of their business. My advocacy with my clients is always for a very structured and analytical approach to selling wherein pretty much every activity we …

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Sales Negotiation – Focus on THEIR Timeline

One of the underlying and very fundamental challenges of the sales process to the buyer/seller relationship is the fact that at its most basic level, the sales process is oriented around two very different dates, depending on which side of the table you sit on. Buyers are fixated on the date at which they need a product or service to …

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Customer Value Proposition – Executive Sales Training Update

As you may remember, I am working with an innovative client that is launching a sales motion across four teams and twenty one people. We’re about two months in at this point, and the team has really mastered the mechanics of selling. It’s been a fun project. We’re making calls every day, training once a week, setting meetings and having …

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Executive Sales Training in Action – Kickoff Day!

I am currently working with an interesting client that always pushes the envelope on a pretty fun project guiding a fairly green team of twenty one (mostly) non-salespeople in four separate lines of business. The mandate has come down from on high that the company is to focus on prospecting to move from demand response to demand creation, and that …

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Best Selling Guide: Kelly Riggs’ Book

I wanted to take a moment to tell you all about a book I’ve discovered because it’s just that good. As most of you know, I have been a sales professional for most of my adult life and have made a living as a sales consultant for the last 15 years. Not surprisingly, my clients consistently ask me to recommend …

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Company Dissolution: The Last Days of 3VL

I remember exactly where I was on the day I decided to shut down my company, Three Value Logic. I was about 2/3 of the way along my regular morning commute from Boulder to Denver. There was no one else on the road since I typically left the house somewhere around 4:30 or 4:45 to beat the traffic into Denver …