Sales Training To Grow People. And Grow Businesses
From the category archives:
Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today.
As a trainer for B2B sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the biggest [...]
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Caskey tells of his experience with an insurance sales person. Is it true things haven’t change in that business in 50 years? Yep…
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I’m a bit crazy these days. I think this business is doing it to me. Why, you ask?
I have this philosophy–call it spiritual or call it practical–but the foundation of the philosophy is that the Universe guarantees the potential for our profound success–just for showing up.
Here’s the story.
I was at my pool retailer this weekend [...]
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I had a call yesterday from a client who was struggling to get first appointments. I asked him to role play what the phone conversation sounded like…and it was obvious what was happening.
Even though he was saying the right words (”Not sure I can help”, “I’d like to inqure to see if we can be [...]
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As a trainer I get these questions all the time: How do I make a cold call? Should I be making cold calls in the first place? Do cold calls work?
I must be honest–I hate ‘em. But if you must make cold calls here are some tips I gave to a client last week as [...]
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Why do we make business so damn hard? It doesn’t have to be. Take the idea of referrals. Every company I know is struggling with “new business development.” People whine: “there’s never enough in the funnel; there’s never enough of the right business in the funnel…” On and on it droans.
If you have just [...]
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