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How to Refocus Your Prospecting Messaging
A month ago, you knew what to say when you picked up the phone or composed an email to prospects. You knew your ideal customer profile, your target market, and your value propositions. You had all the
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How to Sell with Kids at Home during Social Distancing
How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach, trainer, and speaker. (They probably also know
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What To Do When Your Sales Team is Struggling
When sales teams struggle, I like to investigate three critical aspects of their sales strategy. Market Position Ideal Customer Profile Value Proposition A strategy that helps you hit your revenue
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How to Talk with Customers during Coronavirus Fears
The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries. As an example, look at the impact coronavirus has had
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Why You Need to Take Time Off for Big Picture Thinking
If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That
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How to Make Time for Sales Coaching and Get More Deals Closed
Do you ever feel like most of your days are spent going to meetings, assembling information for reports, and putting out fires? Do you wish you had more time to focus on the things that will make the
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3 Steps to Ensure Sales Success
Is it true that most sales reps don’t hit their goals? My friend Tiffani Bova shared 26 Sales Statistics that Prove Sales is Changing and one of them is that sales professionals spend just 34% of their
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Getting New Business the Easy Way
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious
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Are Your Sales Happening Too Slowly?
We Need More Sales Now! For every entrepreneur, CEO and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. So how do we speed sales up? For starters,
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5 Gifts to Give Yourself this Season
Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals. If you are like most, the holidays are an unreasonably
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