Sales

July 6, 2017
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Are You Positioning Your Sales Team to Win—or Fail?

If you’re not doing everything you can to position your sales team to win, you’re potentially leaving millions of dollars on the table. A recent …

May 31, 2017
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How to Ensure This Year Is a Total Waste of Time, Energy and Money

Are you experiencing any of these symptoms? (And are they driving you crazy?) You’re in a constant state of overwhelm. You know that you (or …

Are You Stealing from Your Future?
April 20, 2017
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If You’re Not Doing This, You’re Stealing from Your Future

In today’s fast-paced markets, the companies who excel are the ones who invest in innovation—and the education that sets the stage for rapid advancement. Where …

Are you creating an us vs them environment?
April 5, 2017
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Are You Building an “Us” and “Them” Environment?

Although I try to avoid it at all costs, sometimes a consulting engagement can divide teams into "them" (the client) and "us" (the consultants). This …

March 7, 2017
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Don’t Go into Your Next Sales Conversation Without the Answers to These Four Questions

In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …

February 25, 2017
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Prospect Research: Are You Wasting Your Time?

Many B2B sales people spend significant time getting familiar with the specific needs and personal characteristics of the prospective buyers they meet with. However, it’s …

Are You Asking the Right Questions?
February 7, 2017
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Nine Provocative Questions That Create Winning Conversations

Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …

December 19, 2016
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The Four Things You Must Accomplish in Every Customer Conversation to Win More Deals

To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …

Stand Out from the Competition
November 29, 2016
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The Secret to Stealing Business Away from Your Competition

In today’s highly competitive world, you absolutely must differentiate yourself from your competition or you’ll lose out on many of your opportunities to close new …

The Power of a Mastermind
November 8, 2016
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Leveraging the Power of the Collective

In the course of 30+ years in business, working with hundreds of clients and companies, I’ve noticed four traits that separate successful people from the …