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Connecting With Customers Who Believe in Your Mission

Connecting With Customers Who Believe in Your Mission

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It’s difficult salespeople to stand out in a busy world. The best salespeople fill their pipelines with prospects who don’t need to be convinced to do business with you. To learn how we can better connect our mission with the best prospects for us, we sat down with Luke Cox, CEO and founder of Hunt…

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Using Your Selling Style As A Differentiator

Using Your Selling Style As A Differentiator

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In a crowded marketplace, many sales people struggle to differentiate themselves. Usually, we will revert to features, pricing, or a host of other things that our competitors can quickly copy. However, one of the hardest things to replicate is style. And believe it or not, we can definitely use our selling style as a key…

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Standing Up A Stellar Outbound Process

Standing Up A Stellar Outbound Process

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When waiting for the phone to ring isn’t an option, we turn to outbound sales. The problem is most salespeople wing it with their outbound; hoping people return their calls, hoping they’re getting in touch with the right decision makers, and hoping the organization has budget. Whether you are standing up an outbound sales process…

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Systemizing Follow-On Sales Through Appreciation

Systemizing Follow-On Sales Through Appreciation

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We know how valuable it is to have customers who keep coming back to do business with us, but how many salespeople build follow-on sales into their sales strategy? As it turns out, we can leverage existing sale for more follow-on business than we ever thought, if we turn it into a system. To learn…

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Better Alignment With Buyers

Better Alignment With Buyers

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Ever felt like you were on the same page with a prospect? When two people are aligned in conversation, ideas (and sales) flow freely. Too many salespeople hope they’ll be able to ‘line up’ with different types of prospects, each having different types of days, across a variety of industries. That hope, unfortunately, means a…

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Selling Solutions To Problems Instead Of Products

Selling Solutions To Problems Instead Of Products

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It’s a well-known fact that people buy solutions to problems instead of products or services. However, problems look different in every industry, in every business, and are individual to every buyer. Most salespeople make assumptions and ‘wing it’ in their discovery conversations and do more harm than good. To be able to systemize selling solutions…

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Finding Time To Sell While Servicing Customers

Finding Time To Sell While Servicing Customers

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It’s a struggle to get it all done in sales. We’re juggling outreach, existing tasks, and handling existing customers. We know how difficult it is to convert new customers, so many salespeople will prioritize their existing customers at the expense of developing new business. How do we find the time to service existing accounts while…

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Building Your Best Pipeline

Building Your Best Pipeline

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In sales, tomorrow’s revenue is only as certain as the quality of today’s pipeline. Many of us have plenty of potential deals, but how many of them are truly qualified? Or, in other words, if we were going to prove the quality of our deals in court, would there be enough evidence in our pipelines…

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Building Great Sales Partnerships

Building Great Sales Partnerships

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No one finds success on their own in sales. Whether it’s a great customer success team, marketing department, or even a distribution channel spread across the country, it takes a team to sell and deliver great products and services. But how do we get folks that don’t report to us ‘on our team’? How do…

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Transform Sales With Transparency

Transform Sales With Transparency

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Being ‘transparent’ is something every buyer wants more of from their salespeople, but how many salespeople simply hope they’re sharing the right things with prospects? And how do we know what, exactly, to share that will build trust, rapport and close more deals? That’s the question we posed to Shane Wingo, partner and VP of…

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Staying Ahead Of Change In Sales

Staying Ahead Of Change In Sales

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Sales is the front line of business, and being on the front line means we’re in a battle every day. In a battle for the attention of our prospects, and in a battle against our competition. Too many salespeople wait for their environment to change before they do, and as a result they always feel…

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The Secret To Validating Value

The Secret To Validating Value

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Ever connected with a prospect who could immediately see how what you’re selling would change their lives? For most of us, prospects like that are few and far between. Unfortunately, that has more to do with us than it does with our prospects. Prospects need to immediately understand how what we’re selling will make their…

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Sales Success Starts Before The Meeting

Sales Success Starts Before The Meeting

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As salespeople, we spend a lot of time researching, studying, planning and reaching out to generate conversations. Unfortunately, all that work can be undone in a moment when we finally get a prospect in a meeting. We’re warriors at generating conversations, but too many of us turn into sheep when we’re finally in them. It…

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First, Sell The Idea

First, Sell The Idea

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Often, the toughest part of selling isn’t talking about features and benefits. Instead, the toughest part is often convincing the client why they should care enough to consider it! In an era where every prospect has access to product reviews and company websites, the unique value salespeople offer isn’t how much they care about what…

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Getting Teamwork To Make The Dream Work

Getting Teamwork To Make The Dream Work

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You can do everything right as a salesperson, from the beginning of the sale to the end, and still lose the deal and create an unhappy customer. Whether we’re part of a large organization or a solo operator, it takes a team to not only sell, but deliver in a way that ensures your prospect…

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Systemizing Relentless Selling

Systemizing Relentless Selling

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In the fast-paced world of sales, it’s easy to forget to keep in contact with prospects. We can stay active all day, but too many of us realize too late that we’ve let an opportunity slip through the cracks. It may look like the best salespeople simply get better at managing their accounts, but in…

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Unveiling the Blueprint for Negotiation Success

Unveiling the Blueprint for Negotiation Success

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Salespeople will spend months setting up a sales meeting, putting in the hours of research, calling, and emailing – only to see it all fall apart when they’re in a sales conversation. We front-load our efforts into generating sales conversations but spend almost no time preparing to negotiate our deals. Instead of seeing all your…

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Crafting Purpose Into Sales Success

Crafting Purpose Into Sales Success

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Every salesperson is looking for the ‘hack’ that will generate more conversations and speed up their sales. But what if the secret to sales success wasn’t an individual technique, but rather, a way of approaching every sales activity? There’s one recognized expert when it comes to purpose-driven sales, and we asked her to systemize how…

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Build Budget With Your Client

Build Budget With Your Client

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One of the toughest parts of any sale is when a prospect asks, “So, what will this cost?” Turns out, if we hear this question, we’ve been focusing more on selling than serving. The best salespeople work with prospects from the first conversation to understand the problems their prospects face and what they’re costing. They…

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Building A Personal Pipeline

Building A Personal Pipeline

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Relationships are the lifeblood of success in sales, which is why many sales professionals do everything they can to establish relationships with their prospects. A trusting relationship is a great thing to have with a prospect, but it’s tough to create relationships with everyone in our pipeline. That means most salespeople only have a few…

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Sell More Even When Your Product Is Treated Like a Commodity

Sell More Even When Your Product Is Treated Like a Commodity

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If you find yourself shopped on price, you’re not alone. As our buyers become more educated and have access to more alternatives, more and more salespeople tell me they’re being treated like commodity-sellers. Unfortunately, many salespeople aren’t doing much to change their buyers’ minds. Changing the perception of what we sell from a commodity into…

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Building Rapport For More Revenue

Building Rapport For More Revenue

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When I ask sales leaders to tell me what sets their best salespeople apart from the rest, I hear answers ranging from ‘they close more deals’ to ‘they’re great at conversation.’ Those answers aren’t wrong, but unfortunately, they can’t be replicated across a team. This leaves salespeople and their teams in the unfortunate position of…

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Systemize Your Recurring Revenue

Systemize Your Recurring Revenue

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The holy grail of sales isn’t an endless stream of customers. It’s an endless stream of customers who keep coming back. Instead of spending all our time focused on converting prospects, the best salespeople ensure that they’re setting themselves up for future successes. That means doing the work today to keep their customers coming back…

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Turn Your Next Deal Into Your Best Deal

Turn Your Next Deal Into Your Best Deal

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Every salesperson has a few deals that made them want to stay in this career. Maybe it was because of the size of the deal, or how easily it flowed. Maybe it was the type of decision maker. Or the doors it opened to other referrals. Unfortunately, most salespeople wait years or decades before coming…

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How To More Quickly Qualify Buyers

How To More Quickly Qualify Buyers

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As salespeople, we only have so much time in the day – and with billions of people in the world, we don’t have time to sell to everyone. The best salespeople take this a step further, though. They understand they don’t have the time to even speak with every lead they’re handed. These salespeople are…

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The Secret To Opening Great Sales Calls

The Secret To Opening Great Sales Calls

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Want to see a salesperson sweat? Ask them to call someone who they’ve never spoken with before. Someone who will be interrupted. Someone who’s never heard from us before. Whether we’re making cold calls, warm calls, reaching out to inbound leads or calling referrals, being face to face, ear-to-ear or screen-to-screen with a stranger can…

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Taking Charge Of A Complex Sale

Taking Charge Of A Complex Sale

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If you’re selling something to another human, then you’re in a complex sale. You must manage schedules, needs, discovery, budget, and delivery – at a minimum! If you’re selling an enterprise solution, you’re dealing with multiple decision makers, advocates, and critics. Too many salespeople hope they’ll remember everything that needs to happen to move a…

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Supercharge Sales Results With Better Leads

Supercharge Sales Results With Better Leads

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If you’ve ever spent days – or weeks – pursuing a lead only to realize this person wasn’t going to buy from you, you know how frustrating sales can be. It’s a problem that plagues salespeople and drives a wedge between entire departments in companies. Whether you’re blaming your marketing team for poor quality leads…

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Control Your Mindset To Maximize Your Skillset

Control Your Mindset To Maximize Your Skillset

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The battlefield where sales are won or lost isn’t in your sales meetings. It isn’t in your CRMs. It isn’t even in you industry knowledge. This battlefield is only a few inches wide, and it’s with you 24/7. Sales are won and lost in the battlefield of every salesperson’s mind. With so many unknowns in…

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Convert Quicker By Aligning Sales And Marketing

Convert Quicker By Aligning Sales And Marketing

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If you’re dedicated to success in sales, then you’re doing everything you can to generate more meetings, more deals – and more value. It takes a lot of salespeople years to realize there’s a brake being pumped on their success, though. This brake isn’t the economy, the supply chain or even your tough-to-reach prospects. This…

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Surviving On The Front Lines Of Sales

Surviving On The Front Lines Of Sales

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If business is a battlefield, then sales are the front lines. It’s where we encounter the greatest risks – and the greatest rewards. However, too many salespeople put all their energy into surviving the battle and not enough into ensuring they stay on the battlefield. Most salespeople do everything in their power to convert qualified…

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Serving More Customers With Your CRM

Serving More Customers With Your CRM

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To polarize a group of salespeople, you don’t have to mention religion or politics. Just mentioned the acronym ‘CRM’. Many salespeople see their customer relationship management system as a hindrance to their sales, and many sales leaders spend much of their time struggling to get salespeople to use their CRMs. This push and pull leaves…

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Turn Outreach From An Event Into A Process

Turn Outreach From An Event Into A Process

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One of the biggest places you’re losing sales isn’t in your calls, meetings or negotiations. It starts before you ever contact your prospects. Too many leads hit our desk, our inbox, or our CRMs and are either never contacted, or are lost somewhere along the sales process. This means billions of dollars in lost deals…

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Always Be Recruiting

Always Be Recruiting

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No matter how great you become at sales, there’s going to be one issue that will stop your success. It’s you. Not your skillset, and not your personality. Rather, it’s the fact you only have so many hours in a day. If you’re part of a team, then your team will only have so many…

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Getting Negative To Sell More

Getting Negative To Sell More

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Sales requires a positive mindset, but too often we focused on why someone should buy from us. Take a look at your marketing, your scripts, your email templates; they likely all point to how awesome your company is and valuable your products are. The trouble with that strategy is that your prospects may not be…

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Spend More Time In Your Selling ‘Sweet Spot’

Spend More Time In Your Selling ‘Sweet Spot’

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Too many salespeople are singing from other people’s sheets of music. If you struggle to use the sales advice you’re given, like, ‘Fill the pipeline!’ or ‘Make one more call!’, you’re not alone. These aren’t bad pieces of advice, but they may not be for you. They’re written by people who were talking about what…

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Build Better Relationships In Your Sales Meetings

Build Better Relationships In Your Sales Meetings

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We all know that the better relationship we have with a prospect or customer, the easier it is to sell. But ask a salesperson how to develop great relationships, and you’ll only hear, ‘it takes time.’ While building great relationships is a time-consuming process, we don’t have to hope that relationships happen. Instead, we can…

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Are You Serving, Or Just Selling?

Are You Serving, Or Just Selling?

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Sales gets a bad rap, and all because salespeople misunderstand their role. Too many of us think that our job is to sell, instead of to serve. We’re seeing things from our perspective, and when things change in our prospect’s world, we’re a step behind the curve. So how do we learn what changes they’re…

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Stop Problems Before They Stop Sales

Stop Problems Before They Stop Sales

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Objections, prospects ‘going dark’, budget problems – and these are just three of the hundreds of challenges salespeople deal with every day. Instead of letting these challenges hold up your sales, it is possible to stop them before they ever occur. The military has a way of planning and then poking holes in it to…

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How To Stop Chasing Prospects

How To Stop Chasing Prospects

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Salespeople work hard to identify prospects and drive conversations. But that’s not where they spend most of their time. By far, salespeople spend their time pursuing prospects. To prevent prospects from avoiding us, we must build a system that ensures we minimize the potential for endless outreach, rescheduled meetings and no-shows at appointments. To learn…

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Is Training the Answer To Your Sales Problems?

Is Training the Answer To Your Sales Problems?

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When we encounter a problem in sales, our first stop may be to hit the internet, listen to podcasts or read sales books. Unfortunately, training may not be the answer to your sales problems. It takes a high level of expertise to look at a problem and determine the way to fix it. Sales leaders…

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Sell More Through Stories

Sell More Through Stories

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Remember the last big purchase you made? Chances are, it was a story that closed the deal. Stories engage us. They move us. And most importantly, they allow us to see ourselves in their characters. That’s why they’re such a powerful tool in the hands of salespeople. Whether it’s a story about how you personally…

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Systemize How You Sell Guarantees

Systemize How You Sell Guarantees

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Warranties. Certifications. Guarantees. Most salespeople use them in some form, and most prospects couldn’t care less. Why is that, when many companies are putting a lot of data and research behind their products, their certifications, and their warranties? It come back to the old saying: They won’t care about you until they know how much…

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Orchestrating The Buyer’s Emotional Journey

Orchestrating The Buyer’s Emotional Journey

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Unfortunately, engaging our buyers emotionally takes time. So how do we speed up the relationship-building process in a way that adds value to our prospect’s lives? To learn how to orchestrate the emotional journey of our prospects, we sat down with Ryan Staley, founder and CEO of Whale Boss, to learn more about how he’s…

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Systemizing Success As A New Sales Leader

Systemizing Success As A New Sales Leader

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On the battlefield, we always learned the role above us and trained the person below us to take on our duties. Why? You never know when your leader could be called out of action. While your sales leader likely won’t be injured in combat, personal and professional priorities may mean you have to step into…

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Systemize Your Sales Hiring Process

Systemize Your Sales Hiring Process

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Having a ‘wrong fit’ on your team is almost as painful as being a ‘wrong fit’ on someone else’s team. If you’re a sales leader, you know the pain that comes with managing a bad hire. And if you’re a salesperson working for the wrong company, you know how difficult it is to get up…

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Systemize Your Way Out Of Sales Stalls

Systemize Your Way Out Of Sales Stalls

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There’s nothing more infuriating in sales than putting in the work, doing everything ‘right’, and watching a deal stall. Most salespeople assume stalled deals are the cost of doing business, but they don’t have to be. It turns out that stalled deals can be prevented before they happen! To find out how, we spoke with…

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Revolutionize Buying By Understanding How You Sell

Revolutionize Buying By Understanding How You Sell

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Ever ‘clicked’ with a prospect? Like you had the same personality type and were already old friends? How much more impact could you make if you only had prospects you ‘clicked’ with? To learn how to leverage our selling style so that we can better serve prospects and create more of those ‘click’ moments, we…

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Systemizing Success Into Every Call

Systemizing Success Into Every Call

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Sales is the battlefield of business, with unknowns around every corner. If we’re going to win on this battlefield, then we have to stop trying to control every outcome and focus on what we CAN control – ourselves. So how can we ensure that we identify the things we can control on any sales call,…

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Qualifying For Customers Instead Of Prospects

Qualifying For Customers Instead Of Prospects

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Ever sold something and immediately regretted it? While the rush of making a sale is great, if we’ve taken on a bad client or sold them something that’s time-intensive to deliver, a dream sale can quickly become a nightmare. Instead of focusing on selling anything to anyone, the highest-performing salespeople don’t cultivate a pipeline full…

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Systemizing What Happens After The Sale

Systemizing What Happens After The Sale

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You made the sale – congrats! But don’t think that you’re done. Until that check is in the bank, you haven’t completed the sale. In fact, you’ve only just begun. As a salesperson, it’s all too easy to overlook the importance of the money customers owe you. However, managing accounts receivable is vital for any…

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Systemizing Solution-Oriented Sales Calls

Systemizing Solution-Oriented Sales Calls

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In crowded markets, it’s tough to stand out from competitors – especially if what you’re selling is more expensive. Add to that the fact our prospects are more inundated than ever with information and challenges. If we’re not showing up with value, then we will be sent to voicemail and have our emails deleted. However,…

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Systemizing Certainty Into Your Sales

Systemizing Certainty Into Your Sales

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When most of us think of sales, ‘certainty’ isn’t the first word that comes to mind. Sales is a tough industry, buyers are tough to get ahold of, and we’re encountering more stakeholders than ever in every deal. Yet, we have a product or service that makes the lives of our customers better, allowing them…

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Tackling Your Toughest Sales Task

Tackling Your Toughest Sales Task

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Every salesperson struggles with it, and it costs some of us our commissions, our careers and even our families. It keeps us up at night or wakes us at 3 a.m. in a cold sweat. It’s what our sales leaders say we must improve if we want to succeed, and it’s the thing we hate…

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Be The Person Prospects Can’t Wait To Talk To

Be The Person Prospects Can’t Wait To Talk To

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It’s tough to engage prospects in conversations, and even tougher to convince them they need what we’re selling. Yet there are salespeople who seem to have long conversations with every prospect they speak with, and who drive meetings and sales faster than anyone else. After listening to the results of more than 30,000 sales calls,…

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Systemize Prospect-Focused Outreach

Systemize Prospect-Focused Outreach

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Convincing someone to part with their money is a tough job, but it doesn’t have to be. What makes calling prospects difficult isn’t having a conversation – something each of us do multiple times a day with friends and family – rather, it’s trying to have a conversation while convincing someone to buy something. The…

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Systemize Keeping Your Sales Calls On The Rails

Systemize Keeping Your Sales Calls On The Rails

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Getting ahold of decision makers is hard enough, but what’s even harder is having a conversation you thought was going well suddenly go off the rails. There are a lot of reasons a sales conversation can go south, and Bulletproof salespeople don’t ‘hope’ they’ll know what to do when it inevitably happens. Instead of hoping,…

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Lose The Sale To Save It

Lose The Sale To Save It

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Salespeople spend a lot of time working towards a prospect saying ‘yes’ to the sale. However, the top sales performers in any industry use a different strategy: They’re always looking for reasons to say ‘no’ to a prospect, and to hear ‘no’ as well. Why would a salesperson purposely elicit the word ‘no’ in a…

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Systemizing Lifetime Customers

Systemizing Lifetime Customers

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We all know it’s easier to sell to someone who’s already a customer, but how many of us are systemizing a sales process that keeps customers for a lifetime? Certain industries like insurance, auto sales and realty depend on customers coming back to them again and again – yet they’re still hoping that they convert…

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Systemizing The Moments Before The Call

Systemizing The Moments Before The Call

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The most stressful moments for most salespeople don’t happen when they’re engaging with a prospect. Instead, they happen in the moments right before the salesperson hops on the phone. Why? It’s because few salespeople do anything to prepare in the moments before the call. It’s surprising how many don’t even look at the name of…

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Systemizing Discovery Levers

Systemizing Discovery Levers

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We know discovery is a critical process in sales, and most salespeople have an idea of which questions they need to ask when they get in front of a prospect or have them on the phone. Unfortunately, too many of us use our discovery questions as clubs in the conversation instead of levers. This results…

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Systemize Value Into Your Pitch

Systemize Value Into Your Pitch

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‘Value’ is an over-used term in selling, because few salespeople understand what it means. That’s because ‘value’ will look different in every industry, in every company, and with every prospect. Does that mean we give up on trying to define it, and more importantly, provide it when selling? Absolutely not, and according to some of…

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Using Mission Objectives To Drive More Sales

Using Mission Objectives To Drive More Sales

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Ask a salesperson what they’d prefer to do instead of being on the phone or visiting a new prospect and you’ll never be short of excuses. Yes, calling and being in front of new prospects is the exact thing these same salespeople say they’re in the business to do! Why do salespeople struggle so much…

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Systemizing Account Handoff

Systemizing Account Handoff

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Selling is tough enough when prospects have so much competing for their attention, other salespeople, professional priorities, personal issues. That’s why it’s downright depressing when we find out we lost an opportunity because our own sales process failed. Whether due to a poor handoff or lack of a next step on an account, too many…

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Systemize Sales Resources

Systemize Sales Resources

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‘Adding value’ are popular words in sales, and for good reason – if we’re not adding value to the lives of our prospects and customers, we can’t expect them to care about what we’re selling. You may have a lot of resources available, whether it’s pricing sheets, delivery timetables, product samples, etc. However, the time…

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Systemize The Way You Communicate Research To Prospects

Systemize The Way You Communicate Research To Prospects

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Prospects don’t care what we’re selling until they know we care about them. That means not just taking the time to research their industry, market, and challenges, but also being able to share what prospects don’t know – but should. If we can move beyond asking prospects what’s keeping them up at night and move…

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How To Consistently Elevate Prospects

How To Consistently Elevate Prospects

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Ever try to sell to someone who was angry? And how did that work out? The best salespeople tend to be the best influencers – and I’m not referring to their Instagram following. The basic function of a salesperson is to help their prospects make decisions, and of course to influence them towards the outcome…

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Systemize Your Pitch With Your Personality

Systemize Your Pitch With Your Personality

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One of the toughest parts of any sales role is trying to learn the ‘company pitch.’ It’s something that every junior salespeople has to memorize and oddly, something senior salespeople don’t seem to use at all. If a ‘pitch’ is so valuable, why do the most successful salespeople not use them? They do, in fact,…

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Maintaining Control Of A Sales Career

Maintaining Control Of A Sales Career

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Sales is one of the most stressful careers in any company because it’s our job to encourage people to make decisions. With everything going on in people’s lives, convincing them to prioritize the decision to consider what you’re selling is tough, and it’s why sales experience some of the highest turnovers of any job field….

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Systemizing Science Into How You Sell

Systemizing Science Into How You Sell

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How many deals have you lost in the last year? And do you know why those deals were lost? Those are questions salespeople often avoid because in this industry, mindset is everything and focusing on lost deals sucks. However, without taking an honest look at where we’re losing deals, we’ll be hoping those issues don’t…

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Systemize Profiling Top Prospects

Systemize Profiling Top Prospects

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In every industry, the folks who know more about their targets tend to win. Sales is no different – those salespeople that are great at learning about their prospects and their companies are able to craft better solutions. In the military, the process of building a target package or intelligence profile is often the difference…

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Systemize Your Way Out Of The Friend Zone With Prospects

Systemize Your Way Out Of The Friend Zone With Prospects

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Have you ever gotten along so well with a prospect that you were afraid of sacrificing the friendship for the business? It’s a common problem with even senior salespeople. In fact, the more history we have with a prospect, the more we tend to avoid tough conversations. However, to manage our pipelines means to be…

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Moving Past Relying On Rapport

Moving Past Relying On Rapport

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Ever spoke with someone who really wanted you to like them?  And did that make you want to have a relationship with them or not? It doesn’t work in social situations, but it’s often the chief strategy of salespeople. Desperate for the sale, they turn on the charm and try to leverage rapport to win…

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How Senior Salespeople Can Systemize New Ways Of Selling

How Senior Salespeople Can Systemize New Ways Of Selling

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When was the last time you tried something new in your sales process, even if you were already hitting your sales goals? As we advance in our sales career, it becomes tougher and tougher to improve. Paradoxically, the thing that allowed us to be successful – our willingness to adapt and try new things –…

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Breaking Out Of Your Comfort Zone

Breaking Out Of Your Comfort Zone

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Once we get the hang of selling, it’s easy to put ourselves on auto-pilot – focusing on the things we’re great at and ignoring or minimizing the areas where were struggling. One lesson we learned in the military was that we were only as strong as our weakest area. In sales, our weakest area may…

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Creating A Bulletproof Prospecting Plan

Creating A Bulletproof Prospecting Plan

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One of the scariest things any of us can do is go into an unknown situation where the stakes are high. Where rejection is likely. Where success and failure are on the line. Yet, that’s exactly what we’re asked to do as salespeople every day: Introduce ourselves to strangers and still accomplish our mission. When…

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Eliminating Sales Stalls With Systems

Eliminating Sales Stalls With Systems

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Every salesperson on the planet has an area where their sales typically stall. For some, it’s filling their pipelines with new prospects. For others, it’s overcoming prospect concerns during sales calls. Regardless of where your sales are stalling now, it is possible to create a crystal ball to use throughout your sales cycle; knowing ahead…

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Unsticking The Sale Between Demo And Close

Unsticking The Sale Between Demo And Close

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We spend a lot of time researching prospects, qualifying them, reaching out and demonstrating that we can help them solve their problems. But if you’ve been selling any length of time, you know that the time between the demonstration of what you sell and getting buyer commitment is where many sales are lost. Prospects don’t…

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Systemizing The Spotlight Effect In Sales

Systemizing The Spotlight Effect In Sales

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“I’ll give you a call next week,” are words that salespeople love to hear until they learn to dread them. In the early days of a sales career, we hang up after a great conversation and can’t wait for the phone to ring after the prospect reviews our offer. Then we wait and wait some…

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Systemizing Training To Be A Force Multiplier

Systemizing Training To Be A Force Multiplier

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Green Berets are known around the world as high performers, but when I was able to study them on the battlefield, I was surprised to learn they nnever judged themselves on how well they could shoot. They understood their value wasn’t in how effective they were – rather, it was how effective they could make…

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Systemizing Prospect Receptivity

Systemizing Prospect Receptivity

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Few people wake up thinking, ‘I hope a salesperson calls me today.’ Why is that, when we have a life-changing product or service to offer them? It’s because most salespeople focus on themselves and what they’re selling instead of the challenges our prospects face. The few salespeople who are solution-focused experience more return calls, engagement…

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Systemizing Great Outreach Videos

Systemizing Great Outreach Videos

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The units I studied on the battlefield were always interested in the technology that would help them get better results, but they didn’t abandon everything they’d learned during land-navigation training just because they now had GPS units and handheld drones. The same applies when using technology in our sales outreach – we can’t forget the…

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Systemizing What And How You Train In Sales

Systemizing What And How You Train In Sales

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Salespeople know that what got them to wYet salespeople and their leaders struggle to determine what they should be training their people in when there are an unlimited amount of options available. Training has to be relevant and immediately applicable if we’re going to get salespeople engaged, and that’s a challenge in and of itself….

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Systemizing Great Sales Conversations With Neuroscience

Systemizing Great Sales Conversations With Neuroscience

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Too many salespeople hope their questions will be witty and insightful enough to grab the next prospect’s talking and sharing their challenges. If there were a few magic words that got anyone sharing their secrets, then anyone could sell. Unfortunately, few prospects want to share details of their lives and businesses without having gained something…

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Systemizing Customers Selling For You

Systemizing Customers Selling For You

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We know it’s easier to convert an existing customer than it is to develop a new one – but limiting ourselves to only selling to current cuctomers limits the impact and income we can make. What if we could turn our existing customers into a source of intelligence for how to better convert new prospects?…

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Systemizing Sales Intelligence

Systemizing Sales Intelligence

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Intelligence can make or break a sale. The ‘market intelligence industry’ is booming, because salespeople know the better prepared they are, the more chances they have of success in the sale. Too many salespeople are engaging in gathering intelligence – but they’re doing it too late in the sales process. If we’re waiting for a…

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Turning Your Mindset Into A Skillset

Turning Your Mindset Into A Skillset

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‘Mindset’ is thrown around a lot in sales. ‘Have a great mindset’, ‘it all starts with mindset’, ‘master your mindset to master your life.’ So, salespeople do whatever they can to pump themselves up before call blocks, visualize positive outcomes, and all the ‘tricks’ that exist to improve our mindset. Unfortunately, no one tells salespeople…

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Systemizing Great Sales Team Meetings

Systemizing Great Sales Team Meetings

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When was the last time you learned something during a sales team meeting? When many of our teams went virtual during the pandemic, we lost that ‘learning by osmosis’ that so many salespeople relied on to learn what was working and what wasn’t. There’s a lot to be learned from overhearing sales calls from our…

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Making The First Seconds Count

Making The First Seconds Count

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“Once you’re flat on the canvas, it doesn’t matter how great you would’ve been in the second round.” The first seconds of any sales call are the worst. The salesperson always knows they’re an interruption, and the prospect always knows they’re being ambushed. It’s that awkwardness that often keeps salespeople doing anything BUT making calls,…

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Find Better (And More) High-Quality Prospects

Find Better (And More) High-Quality Prospects

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The best sales skills in the world won’t help if you’ve selling to someone who can’t buy. That’s a hard-earned lesson in the field of sales, and unfortunately, most salespeople only half-learn it. They pursue prospects that aren’t a great fit for their product, service, or company, in the hopes that they can overcome quality…

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Systemizing A Custom Sales Process

Systemizing A Custom Sales Process

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‘Consultative selling’ is a buzzword among salespeople, but few understand how to do it, or the impact it can have on conversion and client retention. Why? Consultative selling means building a customized sales process and custom solutions – and that’s a time-consuming process that can involve dozens or hundreds of individual steps and questions. Yet…

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Targeting Top-Tier Prospects


Targeting Top-Tier Prospects


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If you’ve seen folks try to prospect on social media, you’ve seen sales done poorly. Meaningless polls (do you like peanut butter or jelly?), spammy messages (book some time on my calendar) and pitches with no context. Yet there are salespeople leveraging social media successfully every day – what are they doing differently? That’s what…

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Systemizing Sales Integrity

Systemizing Sales Integrity

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There’s a lot to be said for doing what you say you’re going to do, when you say you’re going to do it. It creates trust, and it creates customers. So why do so many salespeople suck at it? If we’re only managing a few prospects, it’s easy to remember all the promises we’ve made,…

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Systemizing How We Tackle New Territories

Systemizing How We Tackle New Territories

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Tackling a new territory is something every salesperson does at least once during their careers, even if it’s getting established in the territory they’ll be working for decades. Many salespeople are regularly sent into a new market as well – having to research new prospects, develop new relationships and sell to new customers every few…

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Up-Armor Your Sales Systems

Up-Armor Your Sales Systems

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A term that is little-known in the world of sales is ‘Up Armor.’ However, hidden in that term is a way to turn around just about any sales problem we can encounter. In combat, troops learn quickly if their armor can take what their opponents are throwing at them. If their armor is too weak,…

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Systemizing The Slow And Steady Sale

Systemizing The Slow And Steady Sale

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Salespeople are paid on results – and that is a double-edged sword. Companies need sales to stay in business, but that often leads to salespeople trying to sell as quickly as possible and losing prospects in the process. There has to be a happy medium; moving prospects through a sales process and doing it in…

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Turning The Sales Ship Around

Turning The Sales Ship Around

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With sales systems, we have to be willing to take a step back to move forward. Any time I hear a sales manager tell their team about a new requirement, I hear audible groans. Salespeople are attracted to sales because of the freedom it offers, yet managers have to be able to scale success if…

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Systemizing The Next Step In Every Sale

Systemizing The Next Step In Every Sale

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‘Coffee is for closers.’ The hard-sell philosophy might have worked when folks were selling swampland in Florida, but in lengthy sales cycles or those with multiple decision makers it just doesn’t work. The alternative is a lengthy sales cycle and that means plenty of opportunity for a stalled sale. To systemize moving prospects through a…

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Systemizing A Tech Background For Sales

Systemizing A Tech Background For Sales

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In today’s world, salespeople are expected to be more than great talkers – they also have to understand how their products work and be able to explain that to potential customers. That’s why salespeople with technical backgrounds are so appealing, but they often come without any background in sales, communication or relationship-building. Salespeople with technical…

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Systemizing Prospect-Focused Outreach

Systemizing Prospect-Focused Outreach

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Cold calling is one of the most feared events in a salesperson’s day, and even in their career. The chance of connecting is low, and the opportunity for rejection is high. Why is that? After studying more than 10,000 sales calls ourselves, we noticed that most salespeople make the call about them – ‘Let me…

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