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How Cancelled Meetings Kill Productivity (and Your Pipeline)

20% of your scheduled meetings will cancel or no-show. I know because this is a statistic I have tracked over more than 100,000 scheduled meetings. This statistic applies across all sales meetings and regardless of how ‘strong your relationship is. Just Released: My Ultimate Guide to Ending No Shows – CLICK HERE Cancelled meetings and no-shows create extra work for you in the …

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What Kind of Sales Manager Are you?

It is unfortunate that companies tend to promote high performing individual contributors into management roles without a structured and formal development plan to ensure their success. Stated simply, in 2016 the prevailing approach is to rely on an individual’s ability to ‘figure it out’ on their own. Also sad but true is the lack of quality training available for sales …

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Powerful Selling: Schedule The Next Meeting

I could spend the rest of my career teaching sales organizations to embrace one simple and powerful rule: Never leave a meeting without scheduling the next one! Sounds simple right? Why then do the vast majority of sales professionals default to the same dysfunctional approach? “I’ll follow up next on Thursday.” “Let’s connect in a few weeks.” “Why don’t we touch base in a …

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Cold Call Script – Financial Advisor

Many folks have reached out asking if I have a Cold Call Script that has been adapted for use by financial advisors… Click Here to download the Cold Call Script a leading financial services company paid me to write for their financial planners.

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The Closed-Lost Sale (a short film)

The following screenplay is written based on many years working with sales teams to understand why a strategic opportunity has been lost. Even though what you are about to read has occurred countless times, I am required by law to state the following: The characters here are fictional and bear no resemblance to anyone in real life Any resemblance to actual events or locales or …

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Arrogant Cold Calling – If Doctors Talked Like Salespeople

Have you ever heard (or used) a call opening similar to this? “Will you give me one minute to share how I can help ABC COMPANY achieve INSERT BOLD AND AUDACIOUS CLAIM HERE.“ Now think back to the last time you visited a doctors office. Do you remember the seemingly endless barrage of questions you were asked before the physician …

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Why No-Shows are Perfectly Acceptable

Over the past few months, I have offered up time on my calendar for people that want to meet with me to discuss a sales challenge they are struggling with. Naturally, I enjoy when prospective clients show up but mostly I like to make myself available for my audience to ask questions, get my advice, etc. Overall it has been …

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Why you need to get on Snapchat now!

Within two years, Snapchat will be the MOST POWERFUL SALES TOOL for BUSINESS and you have no clue how it works or why people use it. – Please share this article on LinkedIn by Clicking HERE – Last night, I spoke to a class of graduate students… MBA candidates in the CU entrepreneurship program to be exact. Almost everyone in …