It’s hard to believe there are only a few months left in the year; time flies when you’re having fun, eh! How has your year been so far? Maybe it’s been a little disappointing and you’re looking to improve your numbers while you still have time. Or maybe you are […]
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Some will tell you, Bill Belichick is the King of driving a highly accountable culture. Less than two decades ago he became the Head Coach of the New England Patriots and during his tenure, Bill Belichick led his team to an NFL record – 15 AFC East Division titles, 8 […]
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Imagine that there are four sales professionals standing in front of you, all of them with records of success. On paper, they all look outstanding. One of them is going to end up closing a six-figure sale with your company today. After watching their body language for a few minutes […]
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Prospecting is the lifeblood of a successful sales career… but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting. 1. Have a cookbook. Prospecting by itself tends to be the last […]
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You’ve probably been social selling for years without realizing it. Every time you add more people, opportunities, or information to your pipeline from digital sources, you’re employing this modern selling strategy. Social media and online marketing have quickly become the gold standard for prospecting. Ninety percent of top performing salespeople […]
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In spite of technological advancements that impact how we communicate, the world of sales is still very much a people and behavior business. What does that mean? It means that as a sales professional, sales leader or business owner, you need to understand what will determine your success and how […]
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Jim had been working on a big deal for four months. Before he gave his presentation, his sales manager asked, “Is this prospect qualified?” Jim answered “Yes” with total confidence. The next day, however, he learned that a competitor had gotten the deal – because of a very recent change […]
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LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximize your sales prospecting in 20 minutes a day and avoid missing opportunities to generate new referrals and sales. […]
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One of the top reasons businesses fail, no matter the size or industry, is the inability to increase sales. Traditionally, salespeople rely far too heavily on their product/service and personality to win sales and fail to recognize the importance of a structured selling methodology. The fact is, your livelihood, and […]
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Did you know that the average tenure of a Sales VP is only between 24-32 months? They barely have time to unpack their bags and get settled before they are looking for another position. In the meantime, the company has not only lost its Sales VP but probably its […]
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