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Hiring Sales People – So you want to hire a rock star?
When I was growing up in New York my team was the NY Yankees. The Yankees had a second baseman named Willie Randolph. I always admired Willy because every time I turned on the TV to watch a game there...
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The Referral! “Bite the Low Hanging Fruit”
Do this one thing, FIVE times this week and voila… More Money! What is the one thing that you can do to improve your sales pipeline and even add an order or three to your sales efforts this week? It is...
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Sales Balance
In this interconnected universe balance is a critical component of all things, including sales. Sounds a little silly huh? So shouldn’t we have what I call “sales balance” in our sales process? Well,...
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Sales Plan – Build it in a 1/2 Day!
Building a Simple + Sustainable Sales Plan - Step by Step Simple Instructions - Digital Presentation with Tools to Execute $49.00 100 % Guaranteed – Doesn’t work for you – 100% Refund Over 200 people...
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Sales Objections … Are your friend!
In my sales trainings I’ve noted that most reps often consider sales objections as a negative. A quick look at the other side of the coin will allow you to see that they are positive part of the sales...
View ArticleSales Training Sucks
Well!! A little strong you might think? Is it really? That sound is your hard dollars going right out the window. Here is another great sales training idea – lets provide that training when your...
View ArticleLet’s Make Hay !!
What a wonderful “not-like” Austin Texas Spring we are having! It makes me think about the long hot summer to come. So I need to ask…. is this an excuse for slowing down and taking it a little easy or...
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“Go Get ‘Em Tiger” is not sales training!
I love to tell the story of my typical client. She builds a company on a real passion for the widget. The passion is her sales strategy. She is so passionate and enthusiastic she brings down a few...
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How not to confuse activity with results – Strategic and Tactical Sales...
I was thinking the other day about my consulting practice and what others are doing in the sales training space. I was wondering what I do that keeps my clients engaged (and paying my invoices!). The...
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Thought-Through Sales Training and Strategy
I learned to sell from Dr. W. Edwards Deming the American statistician, college professor, author, lecturer, and consultant. Strange huh? Dr. Deming is known for saying “you can’t manage what you can’t...
View ArticleHere is your (no risk) Sales Plan for 2015 !!
Sales Plan Download How to Build a Simple + Sustainable Sales Plan – Step by Step Simple Instructions – Digital Guide with Tools to Execute $49.00 —- Try it Now — 100 % Guaranteed – Doesn’t work for...
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Building a Sales Plan – Sticky Note a Sales Plan Template that Works!
What the heck can that mean? Maybe you need something with a little more heft (and expense) to get your sales and margins up. A sticky note? How is that for a high tech tool? No software, no hardware,...
View ArticleHiring Your Next Sales KNUCKLEHEAD!
My thoughts on DIY Hiring for Sales People. I think it is safe to say that most small and medium business owners rely on doing the sales hiring themselves. I get it. I’m not 100% sure that it is the...
View ArticleThe Sales Epic Fail !!
OK, a little sensational maybe. Epic? More like failure on the installment plan. It is the desire to succeed without the results. It is the Pareto Sales Guy or Gal. The 80% of the sales reps that...
View ArticleFire Your Clients!!
Oh my… why would a Sales Consultant recommend that you “Fire” your clients? You should be helping me find new ones!! Dern Bob… you must not be very good! Let me explain. When the market is “down” my...
View ArticleSqueezing more from the Orange!
It is no surprise with a strong economy here in Austin and an unemployment rate under 3% that one of the most pressing issues I am hearing from SMB Owners is hiring good people. Specifically in my...
View ArticleSales Training Sucks –“What gets measured gets done”
Well!! A little strong you might think? Is it really? That sound is your hard dollars going right out the window. Here is another great sales training idea – lets provide that training when your...
View ArticleThe Theory of Holes ! A Sales Plan that Works ..
Rule 1 – When you’re in a hole, stop digging. The market is growing. Your losing to your competitors on “price”. There are variable uncertainties in the future. You’re not growing in revenue and/or as...
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The Referral! “Bite the Low Hanging Fruit”
Do this one thing, FIVE times this week and voila… More Money! What is the one thing that you can do to improve your sales pipeline and even add an order or three to your sales efforts this week? It is...
View ArticleWhen your Prospect goes DARK !!
One of the questions I receive most often during a Q&A after a public presentation is “What do I do when my Prospect goes “Dark”. I’m very practical. My system sales system (a simple sales plan)...
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