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Everyone knows listening is the key to sales, but knowing how and what to listen for is not always easy. To be effective, you have to listen for more than just what you see fitting your goals. Read More

Salespeople sell change. They sell a future result, a better outcome. But creating the vision of a better future outcome is only where the sale begins. Successful salespeople know that that change needs their time, their attention, and their resourcefulness as a salesperson—and as a businessperson—to be achieved. They lead and manage the change that they sell. Read More

Great salespeople have the ability to negotiate. They see every advance in the sales process as an opportunity to negotiate in good faith, creating value for their company and their client company at each and every stage. They build trust within their client’s company, negotiating changes and modifications within the buying team to ensure that value is created for all of their stakeholders. They Read More

Social media monitoring software immediately returns efficiency to your day by consolidating your monitoring destinations. However, as is the case with any great data collection, it simply generates more questions. One of those questions most recently top of mind with our clients is: Who, in all the chatter, is influential?

Here are some of the ways we look at mapping influence. Read More

Having a sales process is important, but in sales you need to go beyond it. With a solid process, you can use your creativity, skills and execution to drive success. Read More

Storytelling is the ability to create a compelling vision of the future. Great salespeople include in their stories the challenges and the obstacles that will need to be overcome in order to create that future. They write the future positive outcomes with their clients as both characters and as coauthors. Read More

I consider myself a hardcore hunter. I love prospecting and cold calling… but I don’t care how much of a hunter you are… every sales person has a breaking point.

If you are a small business owner and your sales reps have to make 100, 200, even 300 phone calls just to get an appointment… then of course they are going to hate the process.

The key to success comes from... Read More

Particularly in entrepreneurial and family owned business situations, the pursuit of personal happiness is the key motivator. This article helps business owners learn how they can maximize their happiness through learning about the ‘right’ and ‘wrong’ of happiness motivation, ‘the why’ of happiness motivation, and ‘the science’ of it. Read More

The ability to sell requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution that perfectly matches the client’s needs, improving their performance and providing them with the outcome they desire. Read More

I recently had a reader send me some great questions regarding my strategies for leaving effective voice mails, dealing with unresponsive prospects, and working with gatekeepers. I wasn’t sure if any of our other readers were dealing with these challenges (SMILE)… but I decided to “chance it” and share the Q&A with you! Read More