Category: Sales

The Gist:

• Account Executives tend to move into an account management role, a challenge plaguing many sales organizations.
• When salespeople have too little time for selling activities, it gets difficult for sales organizations to reach…

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The Gist:

• Few problems are more persistent for sales leaders than improving their team’s willingness to prospect.
• Without accountability for the activities that result in new opportunities, growth will evade you and your team.
• Creating…

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The Gist:

• The best strategy to improve low results from a lack of activity is more activity.
• Activity itself is less important than effective activity.
• Before you increase your activity, do the work to make certain it is effective…

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The Gist:

• You might measure your success in sales by your income or how often you make President’s Club, two good measures.
• Another way is to track the number and value of your won deals.
• But the best way to judge your success is by the…

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The Gist:

• The material you consume can consume you.
• All that you ingest shapes your mindset.
• You need to filter out anything you might consume that would make you negative, pessimistic, or cynical.

Last week, my wife asked me what I… Continue Reading

The Gist:

• Chances are, you have been taught and trained to build rapport at the beginning of a sales call.
• With clients busier than ever, pushing too much rapport too soon can make your client see you as a time-waster.
• The new rapport…

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The Gist:

• Leadership isn't an easy role, especially when it comes to leading a sales force.
• There are many ways a leader might unintentionally ruin their sales force.
• Reversing the factors that ruin a sales force will help make your…

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The Gist:

• We spend a lot of time trying to win big deals without recognizing the value of opportunities, including the ones we lose.
• Because time is a factor in goal attainment, we can run out of time to create opportunities to replace the…

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The Gist:

• We spend a lot of time pursuing what we need from the sales cycle, sometimes to the detriment of our clients.
• One way to think about the sales conversation is to consider it as a facilitation designed to provide the client…

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The Gist:

• Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach built on value creation.
• The critical metric for effectiveness is the value you create for your clients within the…

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