Can I trust you? It’s the million-dollar question being asked by a prospect when meeting with a salesperson for the first time. Prospects have questions about the salesperson’s motives because they know most sales professionals are compensated for closing business. Many prospects wonder:   Is the salesperson just after that ...

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The slow creep of mediocrity doesn’t make a lot of noise and can silently infiltrate your sales organization. No warning signs, no neon lights flashing “MEDIOCRITY.” It’s mission? To tempt you and your sales team to settle for good enough selling attitudes and behaviors.   It takes a sharp, self-aware ...

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How does the seemingly intangible EQ skill of resiliency drive sales performance? Picture this: you're a CEO or VP of Sales trying to navigate the whack-a-mole business environment we all find ourselves in. Every time you "whack" a problem down, two more seem to pop up. Supply chain, quiet quitting, ...

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Build your sales teams resiliency skills and you will build consistent sales. And one of the best ways to build resiliency is teaching your team how to handle hard better. This great advice comes from Kara Lawson, head coach of the Duke Blue Devils women’s basketball team. The message to ...

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You have to wonder why so many salespeople are not achieving quota when there is a boatload of information “out there” informing salespeople how to be successful in life, business and sales. It’s not lack of knowledge that holds salespeople back. It’s often sabotaging behaviors that impact their success. Here ...

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Companies are paying closer attention to the mental well-being of their employees. The ongoing pandemic continues to present stressful situations for people. Do we go back to the office? Can I master virtual selling skills? In some cases, salespeople work even more hours because they’ve eliminated commutes. They start early ...

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If you’ve been in sales long enough, you’ve probably experienced sales rejection. This rejection takes on different shapes and sizes, depending on your sales role. An inside salesperson connects with a rude, challenging prospect. The prospect ends the call early. (A nice way of saying they hung up on you.) Rejection.You’ve ...

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The vaccines are on their way. The economy and businesses are opening up. The light at the end of the sales tunnel is getting brighter. This is good news IF your sales team is ready to sell. So why wouldn’t a salesperson be ready to prospect, run sales calls and ...

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In sales we like to throw around words such as grit, which is supposed to help salespeople “grind it out” to achieve goals. But what is this thing called grit?The words associated with grit are resilience, passion and perseverance.Let’s start with passion. Some of the best salespeople I know are ...

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Have you ever made a good decision when you’re really, really tired? Have you ever delayed making a decision because you were tired? You didn’t have the energy to think, analyze and compare decision criteria?Guess what? A lot of your prospects and customers are tired.You have companies that are doing ...

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Research shows that successful salespeople possess the ability to persevere, to stay after a goal with grit, tenacity and resiliency. All are good traits. But sometimes, salespeople that have these wonderful qualities lack the ability to disqualify opportunities. Because they are tenacious, they keep pursuing prospects that are never going ...

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The movie “The Last Word” inspired the title of this blog. The movie depicts the story of a successful business woman, Harriet Lauler, who engages a young, local newspaper reporter, Anne Sherman, to write her obituary before she dies.In one of their many lively dialogues, Lauler gives a piece of ...

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