Category Archives for Closing the deal

Sales Culture

Want a World-Class Organization? Scare Away These Top 10 Signs that Your Culture is Terrified of Sales

CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their

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Trade Show Strategy

Dominate at Trade Shows to Generate More Deals

“77% of executive decision makers found at least one new supplier at the last trade show they attended.” Spingo Did they find you? Lead Generation Many of you have sales plans for 2019

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Effective Sales Management

How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management

Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget

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Confidence Closes More Deals

There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation

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4 Reasons Value Props Flop

When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I

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Poorly Positioned: Ask Your Sales Reps These Questions to Close More Deals

Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing.   I know, I’ve been coaching their deals. Their

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I’m Different! Pick Me! Use Differentiation to Close More Deals

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision.    How do you stand out from the crowd and get them

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Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sales

Do you ever wonder if your key accounts are growing as much as they could be? (If you answered yes, then I have a webinar just for you). My clients are often shocked to discover how much money they are

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The Heat is On: How to Fire Up Your Sales Team Even in the Dog Days of Summer

The Heat is On! There’re triple-digit temperatures across the nation. Everyone is trying to stay cool and some are on vacation. This might give your salespeople a signal to slow down because they think

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Conquer the Complex Sale

The Sales Leader’s Role in Conquering the Complex Sale

Too often we leave salespeople out in the field to fend for themselves on some very complex and challenging high dollar deals with companies 10 to 100 times our size. Crazy, right? In our organizations,

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