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Sales Preparation


Reflection is a companion to predetermination actions because you are thinking about what specifically needs to be done before you take determined action. by Leanne Hoagland-Smith Many sales experts including sales coaches share quotes about sales success or success in general. These words of wisdom sometimes include the word determination. Yet determination is almost a smoke screen hiding the one of the essential characteristics for...

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When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success.This attitude toward prospecting calls is why so many new business development reps and appointment setters fail. They give up too soon. by Kendra Lee Today I was working with a client setting KPIs (key...

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Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are important to become a successful sales person? by: Monika D’Agostino I have been skiing a lot this year, because we have had decent amounts of snow and also because I am Austrian, and that’s what we do. I am also the Chief Sales...

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by Alice Heiman Will You Change? What if you could increase your sales 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning, prior to a sales call if you knew it would have a positive impact on your results? Of Course You Would! Most of you know that planning will have this type of impact and yet the majority of you don’t...

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As I write this, my email program is turned off. It has to be. I can’t stand seeing that little icon that tells me I have 5 messages I haven’t read. It seduces me. I need to focus on my work at hand. by Jill Konrath Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a...

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