7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Your Sales Process or Methodology Is Broken

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Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

Choosing Your Sales Process Instead of the Buyer’s Process

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Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be further from the truth. Some of their prospective clients have a buying process that is inherently transactional—and inherently bad for … [Read more...]

Stop Coaching Late Stage Opportunities (A Note to the Sales Manager)

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Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come across opportunities that are high visibility and high value. We want to win these “must win” … [Read more...]

How to Plan Your Sales Week

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You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

Build Great Salespeople

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I had an interesting email exchange with two people I trust and admire very much. It was about my Sunday newsletter (you can sign up here). They were concerned about last Sunday's newsletter, in which I had written about the two most important factors when it comes to sales … [Read more...]

An Easy Answer for Choosing a Sales Process or Methodology

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Karen wrote to me to ask me which sales process or methodology I use. She’s asking this question because she wants to know what she should adopt and her sales practice. I don’t know anything about Karen or her business, so it would be criminal for me to make a recommendation as … [Read more...]

Respect for Your Prospect, Respect for Your Process

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Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your winning. The challenge is that by allowing them to control the process you massively increase the odds of losing the opportunity. You must respect your dream … [Read more...]

Episode 23 – RSVP Selling with Tony Hughes

My friend Gerhard Gschwandtner introduced me to Tony Hughes. We recorded a video together. Then Tony and I connected using the social channels and old-school email. I had to fly through Sydney for a speaking engagement, and Tony picked me up the airport and took me to … [Read more...]

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