What’s so bad about old closing techniques?

There it was again. Another update on LinkedIn by a sales consultant bashing some other (imaginary?) sales consultants who still talk about old school closing techniques. Have you see this? Some guy trying to sound smart warns you not to listen to people using techniques from the 1960’s. It’s sad to think that this is…

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Process, Technique or Relationships?

Which is more important for sales success: 1) A well developed and repeatable sales process 2) Effective techniques to use with prospects and customers, or 3) Relationships with prospects and customers You hear this kind of question in group discussions and blog posts. Maybe you even had this conversation with managers and colleagues in your…

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How to improve sales revenue?

How to improve sales revenue? It is a question that haunts salespeople, managers, executives and owners. Sometimes it comes in a different form: “How the h*ll am I going to hit my number” If you search Google, or Amazon, or most anywhere sales professionals might go, you can find a thousand answers to that question:…

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Does the sales process matter?

Does the sales process exist – and matter? A while back I got into a rather contentious discussion about sales process with a guy who calls himself a “sales research expert”. I was describing the sales process or framework-based approach that I use as a vehicle for sales organization improvement with my clients, and he…

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Are you satisfied with your CRM? If not, maybe it’s you!

Are you satisfied with the way your salespeople are using the CRM you bought? Are you satisfied with the data that comes out of it? Are you satisfied with the degree of engagement between your sales managers and their front line direct reports? If you are not, and you want to fix that, where do…

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How to guarantee that you’ll get the sales meeting

There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and automated / online repeat order situations,…

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What is the one, single, most important thing about sales (Hint – it isn’t)

Here in what is called the Western part of the world, we have – as a culture – traditionally taken a reductionist approach to many of the questions we face in life: What is your favorite color? Which organ is failing and how can we singularly fix it? Who is the best rock band of…

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Why don’t you sell more (and what can you DO about it)

What’s holding you back from sales success? What will make you more successful in sales? When you ask most sales experts, trainers, managers and coaches questions like this, the answers are often Unsatisfyingly Un-Actionable. The question is usually asked differently, a bit less direct – for example: What is the most important attribute of great…

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Is sales success about doing what is new or doing things well?

I was watching NFL (American) football this weekend, and out of nowhere, a sales related observation jumped out at me. A lot of what I was seeing was not new, but it was executed very, very well. I played receiver back in the “glory days”, and I remember running patterns like the five-step out, flag…

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Does your CRM make you angry? Maybe it should! But what can you do about it?

Why is the subject of CRM so contentious? CRM is one of those subjects that always brings out the fighting spirit in salespeople, sales managers and certainly those who sell CRM systems! But why? Most of those who argue in favor of CRM’s talk about how the data from CRM’s helps to track and manage…

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