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Sales Culture


Don’t Skip This Vital Step in Sales

Don’t Skip This Vital Step in Sales


Posted By on May 29, 2014

By Monika D’Agostino Sales is a process, especially when it comes to consultative selling and the process only works when you don’t skip steps. Staying in touch with prospects, following up in a timely and mindful manner and following a customer-centric sales process is something that sales managers need to instill in their sales people so they can succeed to their fullest abilities. But what if the sales managers...

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Your CEO Wants To Do What?!

Your CEO Wants To Do What?!


Posted By on May 2, 2014

By Monika D’Agostino Your CEO wants to lead sales?! That’s OK….. … as long as she/he doesn’t micromanage. Readers who have been following my blogs know that I am very cautious when it comes to C-Level involvement and sales, but that only pertains to day-to-day operations and not the conceptual involvement. Your sales process, your sales training or any other sales related areas will not be successful if...

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By Liz Wendling Close your mouth and open your ears Contrary to popular belief, selling isn’t a profession for people with the gift of gab; it’s for people with the ability to listen. Not listening is an occupational hazard for salespeople. Have you ever noticed that the same letters that make up the word listen – L-I-S-T-E-N also make up the word silent – S-I-L-E-N-T?  Silence draws people out. It’s in the silence where you get the...

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The standard concept of sustainability is the capacity of biological systems to remain diverse and productive over time – like healthy wetlands and old growth forests. In the workplace, sustainability is equally important in considering the two-legged biological “systems” that sit in cubicles, drive to sales calls, conduct virtual meetings, perform surgery, write manuals, handle customers, and a host of other...

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By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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Working Hard But Not Selling Much?

Working Hard But Not Selling Much?


Posted By on Mar 28, 2014

by Dr. Janet Lapp There are two main reasons why talented and intelligent salespeople are poor performers. These pointers on how to control time and life snatchers will help you take action and start performing! Stop Scatter and Start Selling! Did you know that top sales performers spend between 75% and 95% of their time on high-payoff or ‘worth-it’ actions? Low performers spend between 25% and 40% of their time on...

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