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The Short Journey from Commoditization to Obsolescence
Let’s see how good your memory is…do you remember any of the following ten products/brands? Pan Am Oldsmobile Hummer Compaq Computers Wachovia Bank Woolworth’s Department Store Cingular Wireless...
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Working the Room . . . Even When You Don’t Know Anyone!
Working the Room . . . even when you don’t Know Anyone! Confident salespeople want to work the room! They are prepared and eager to get out there to proactively network in business settings. So why...
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Management On-Boarding “Best Practices”
A successful on-boarding program is critically important if you want to shorten the ramp time of new hires and should be developed well in advance of a new salesperson joining your team! I suggest...
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Motivating Salespeople
Since the beginning of the year we interviewed close to 200 salespeople from a variety of industries across the globe. One of the questions we asked was, “What motivates you?” Here are the top twelve...
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10 Easy Ways to Screw-up a Sale
Based upon Boyens Group research, let me share with you the ten ways to screw-up a sale: Prospect aimlessly…grab anyone who will listen and give them the same sales pitch over and over and over again...
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Sell Bigger Deals…Faster!
When they caught Willie Sutton, the famous bank robber, they asked him, “Willie, why do you rob banks?” His answer was simple and to the point…”Because that’s where the money is!” For salespeople to...
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Keys to Managing the Remote Salesperson
Based upon years of research and observations here are ten “best practices” for managing remote salespeople: 1. Hire the right person (Someone who will thrive working remotely) 2. Onboarding/Training...
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Turning Personal Relationships into Clients
For almost 40 years I’ve coached salespeople, sales leaders and business owners to become more productive. I am constantly amazed at the number of people that are hesitant or reluctant to talk...
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Sales Conversations vs. Sales Presentations
Too many salespeople rely on their PowerPoint presentation, their marketing literature, their product brochures, social media or other collateral materials to get their message out. This shouldn’t...
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How Strong is Your Brand?
Let’s see how good your memory is…do you remember Pan American Airlines? How about any of the following 12 Brands? Do you know what these companies all have in common? They were all once...
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