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Is Your Business Development Process Clearly Defined?

By | September 21st, 2017|Categories: Sales Success|Tags: , , , , , , , , , |

Having a business development process seems like a pretty obvious thing for any company to have. However, simply having a process in place is only part of the equation. For optimal results, your business development [...]

Business Development Won’t Work Without Workability

By | September 20th, 2017|Categories: Sales Leaders, Sales Success|Tags: , , , , , , , , |

I want to talk about working with people in a business development context. I find that most of business development training is focused on improving techniques, or what I call the “doing part.” Let’s step [...]

Active Listening for Sales: Being a Good Listener Will Set You Apart

By | September 19th, 2017|Categories: Sales Success|Tags: , , , , , , , |

If you want to sell anything to anyone, it truly starts by being an excellent listener. Some call this active listening. Others, like Stephen Covey, author of The 7 Habits of High Effective People, refer [...]

Sales Communication Evaluation – Score Your Team

By | September 14th, 2017|Categories: Sales Leaders, Sales Success|Tags: , , , , , , , , , , |

Sales communication is a vital skill for salespeople. If you boil down the key elements of selling, almost all of them are related to communication. If you are wondering how your team stacks up, use [...]

How to Increase Sales in Just ONE Step

By | September 13th, 2017|Categories: Sales Leaders, Sales Success|Tags: , , , , , , , |

Are you a CEO, Sales Manager, or salesperson wondering how to increase sales in your organization? Well of course you are! You clicked on the title of this article! So, let’s cut to the chase. [...]

Sales and Customer Service: Two Parts of One Machine

By | September 12th, 2017|Categories: Sales Success|Tags: , , , , , |

I’ll start with this: sales and customer service eventually comes full-circle. One leads to the other and vice-versa. Without making sales, you won’t have customers, nor will you have the need for customer service. Similarly, [...]

6 Ways to Increase Sales Performance & Create a Winning Team

By | September 6th, 2017|Categories: Sales Leaders, Sales Success|Tags: , , , , , , |

Are you looking for ways to increase sales performance? Do you long for more consistency from your sales team? Well, you’ve come to the right place. Let’s explore 6 ways to increase sales performance and [...]

3 Ideas for Product Development from the Outside In

By | September 5th, 2017|Categories: Sales Leaders|Tags: , , , , , , |

Let’s talk about product development for a minute. Have you ever heard the expression, “If you build it, they will come?” That might work in baseball, but it’s a bad philosophy for product development. If [...]

Want to Grow Client Relationships? Use the Client Evolution Model

By | August 31st, 2017|Categories: Sales Leaders, Sales Success|Tags: , , , , , , , |

Developing strong client relationships is the backbone your business. So, understanding how client relationships work, and the roles that sales and marketing both play, is extremely important. If you’ve chosen to create buyer personas for [...]