Own Your Sales Targets—Assess Your Progress at Each Stage

Posted on March 28, 2015 - by Bob

Own Your Sales Targets—Assess Your Progress at Each Stage

What are the three most important things that you want from your job? If you don’t know or if you can’t answer this question, you are not taking control of your life or your future and you are leaving life to chance and circumstance. Your job or business has expectations of you. You should have […]

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Posted on March 15, 2015 - by Bob

What to Do When Call Reluctance Strikes

To be successful in sales you need to communicate effectively on the telephone. Salespeople know that: You build relationships and make more sales when you pick up that phone more often. Click To Tweet As Matt Heinz recently reported: 93% of converted leads are contacted by the 6th call attempt (Velocify) Tweet this 78% of […]

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Posted on February 15, 2015 - by Bob

The Return You Get When You Elevate Others

In each issue of my bi-weekly newsletter, I note articles relating to sales effectiveness or leadership that have drawn my attention. Here are two included in my February 16 e-minute: Why Many Smart People Miss Future Opportunities by Rajesh Setty and 3 Ways You can Boost Your Sales by Practicing Conscious Kindness by Jeff Shore. […]

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Posted on February 1, 2015 - by Bob

Better Training Equals Better Sales Management Performance

No matter whom we are or where we are in life or business, there’s always room for growth. Never stop learning, because life never stops teaching, the saying goes. But the most value comes when the “teaching” is targeted to what we need, when we need it. CSO Insights’ “2014 Sales Management Optimization Key Trends […]

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Posted on December 6, 2014 - by Bob

Change Direction with a Smile

In Dubai one morning at breakfast I met a man with the longest face I had ever seen. A corporate executive I guessed, as he came towards me dressed in a suit. How can I put a smile on his face? I asked myself. “Good morning,” I said as he walked by. He replied good […]

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Posted on November 9, 2014 - by Bob

All About Trust

Trust is the essence of all human relationships—personal or business—and how it applies to sales and team dynamics is something I’ve given much thought to. I wanted to share with you this compelling article—Trust Can Scale—written in 2013 by Chris Moody, then president and COO, Knip. While many other companies will say that trust is […]

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Posted on October 26, 2014 - by Bob

Are You Getting the Best Return on Time Invested (ROTI)?

Many people believe money is one of the most important things to have in life. But money comes and money goes. There is something more important than money. Time. Time never comes back. It just goes. So, rather than focusing on money or return on investment—ROI, think about getting the best return on time invested—ROTI. […]

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Posted on October 12, 2014 - by Bob

A Time to Be Thankful

It is a glorious time of the year here in Canada. Today is Thanksgiving Monday, a Canadian holiday when friends and family gather to count their blessings, a time to stop and remember all the things we are thankful for. It is also a time of spectacular fall colours—mingled yellows, orange and reds of Birch, […]

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Posted on September 28, 2014 - by Bob

The Language of Control: Who is Qualifying Whom in a Buyer-Seller Interaction?

Quick: when it comes to a buyer-seller interaction, who is really qualifying whom? Is it the buyer qualifying the salesperson via the buyer process, or The salesperson qualifying the buyer via the sales process? Hint: it has nothing to do with grammar—but everything to do with control. Got your answer? Next question: If someone was […]

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