It’s April. Take a look at your annual quota. Do you have at least three times as much stuff in the pipeline now to meet your year-end goal? If yes, rock on, go work that pipeline. If not, let’s take a look at innovative ways to fill the pipeline and have fun doing it.
1. Set Alerts
Take a...
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“You've got to learn your instrument. Then, you practice,
practice, practice. And then, when you finally get up there on the bandstand,
forget all that and just wail.” ~ Charlie Parker
If you want to be a sales rockstar, I invite you to explore
what a true rockstar, Charlie Parker, has...
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The day of the great salesperson is here, according to salesforce.com. Attending Dreamforce (#DF13) in San Francisco, I am blown away by the sheer number of people dedicated to improving the sales experience. Here are four insights on this topic from Dreamforce.
1. Being customer obsessed is...
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Many of us are in seriously tough selling situations with massively ambitious competition. When the competition gets tough, the tough tend to go at it head on.
Yet, that rarely serves us.
Going head-to-head with the competition places you on the exact same playing field as your competition,...
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How is your fourth quarter selling going? We
are smack dab in the middle of the home stretch. Is it
exciting or are you in a dead panic?! Maybe a little of both.
I want you to be powerful with the last part of your year.
So, we are going to explore the four pitfalls that can knock you off your...
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Even after about a gazillion years of selling – everything
from retail, to complicated consulting services, to B2B Fortune 500 technology
platforms, I still have those Rookie Mistake moments.
You know those “D’oh” palm-to-forehead moments that simply
don't work? In David Letterman style, I...
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It sucks to lose a sale. Especially one you were sure was
going to close. Maybe you had even counted it towards your quota as a
done-deal. Ugh!
This happened to me a while back – and it nearly killed my year.
Luckily, after I absorbed the shock, I went on a hunt for gold. The gold in the
lost...
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