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Executive Sales Training – Role Play Exercise for Recruiting

Using Role Play as Part of the Sales Interview Process Mark, I am making the assumption that by ‘case study‘ you mean incorporating some standard role-play exercise as part of the interview process. If that is the case then my answer is: Absolutely! Though it may sound funny, I put candidates through a role play that everyone can understand…selling a car. The …

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Sales Process Improvement – Hiring a Sales Consultant

Client Interview: On Having an Sales Advisor This is another part of the interview with Todd Lindenbaum, President of the fractional luxury suite club, Sports Shares. In this segment he shares some candid thoughts about our working relationship over the past 18 months and his sales process improvement. The video makes me a little self conscious because Todd is very complimentary of me and …

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Executive Sales Training – Perfect Practice Makes Perfect

The Importance of Role Playing in Sales Training Lately, I have been doing a lot of one-on-one coaching and listen-ins for executive sales training, so I wanted to take a minute to talk about this. I am insistent that as a sales manager, or any sales leadership title for that matter, if you are not performing role-plays you are absolutely missing …

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Sales Process Improvement – 3 Layers of Selling

Sales Process ‘Layers’ This post is intended to introduce the framework I use to implement sales process improvement and defines some terms you will see in future posts. When I talk to a Client about ‘Selling’ and refining the ‘Sales Process’, I like to walk them through what I refer to as the series of layers that comprise my framework. Fundamentally, …

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Sales Process Management – President Shares Successes

Client Interview: What’s Been Working? It has been my goal to capture my clients on video, not as a testimonial for my services but to share their success stories in sales process management. In this video, Todd Lindenbaum, the President of Sports Shares, communicates some of the things he has done to increase the performance of his sales organization over the past …

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Sales Process Management & Emails – To Write or Not to Write?

Not Using Email Templates…Are You Nuts? A few entries back, I posted a blog advocating for the use of a consistent, structured process, as well as standardized interactions across your entire sales organization. Today I wanted to take this a little bit further and talk about something very simple. Email templates. I’ll start by making a bold statement. It is absolutely …

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Lead Generation Strategies – The End of an Era

Content Marketing is Dead I remember the day that I walked into Costco and saw a table laid out full of Ed Hardy T-shirts and hats. For those of you who don’t remember Don Ed Hardy, this was a flash in the pan fashion trend started by a tattoo artist or something like that. Basically they were gaudy shirts that for …

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Lead Generation Strategies – Talk With Your Clients, Not Above Them

Stay Out of The Guru Zone! A significant percentage of my ideas for posts come from two places. One is, not surprisingly, conversation with my clients. I very much enjoy sharing experiences they are going through in the hope that others might benefit. The other source of inspiration for content is the really smart people I am fortunate to hang …

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Direct Marketing Mail #Fail

Here is a video walk through of some direct marketing mail a client received today… Yikes!   By Townsend Wardlaw   photo credit: <a href=”http://www.flickr.com/photos/epsos/8270256961/”>epSos.de</a> via <a href=”http://photopin.com”>photopin</a> <a href=”http://creativecommons.org/licenses/by/2.0/”>cc</a>