November 12, 2019
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Competing on price is quite simply a poor business strategy. Unless you're the gorilla in the marketplace, you'll never be the cheapest option customers have. Aside from the fact that competing on price is a profit killer, it also damages your marketing position. The first thing to look at when...
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October 29, 2019
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When you work in a small business you often have to fill multiple roles. This is accepted by most, except when it comes to the sales department. When your entire team isn’t listening for - and taking action on - opportunities, then your business is leaving money on the table....
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March 12, 2019
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What if your sales team drastically increased their closing ratio? What if revenue increased 20%? What if sales activity doubled? Is this a real possibility? Yes! It can be a reality when you look at the possibility that you may be expecting too little. People Perform as Expected People perform...
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October 23, 2018
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With the holiday season rapidly approaching and the close of another calendar year, many businesses are pushing to end the year on a good note. Yet, it's also the time to start thinking about next year.
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September 11, 2018
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In sales, it's easy to be stuck when you can't find an opportunity to move the conversation forward. Common objections, such as not enough money or time don't have to kill the momentum of your sales conversation.
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May 7, 2018
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It's time for a quick sales checkup! Sales is an integral part of every business, but too often business owners don't stop and analyze their process. Today we're going to do a quick check-up that works regardless of your industry or sales process.
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November 28, 2017
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Intentional imbalance is always about your wins. It's about knowing what they are so when you reach them you can turn your attention to the next win. It sounds a bit odd, but the real reason you plan your schedule is so that you can react to the elements that are outside of your control and still be in control. Yes, sometimes you have to completely rearrange the schedule that you've planned and in a moment's notice. This is where most people struggle.
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November 21, 2017
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This month, we've been discussing creating sales "wins" through activity and intentional imbalance. For every sales person it's important to know what your wins are and understand the intentional imbalance your schedule needs to have to meet those wins. Yet, we know that for many sales people scheduling their time to create true wins is difficult.
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November 14, 2017
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Putting Intentional Imbalance into Action
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November 7, 2017
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What is a win for you?
When you're in sales, especially sales with a longer cycle, it's easy to get discouraged. There are days where you might think you've accomplished nothing, because you didn't get the "win" of closing on a deal. It's understandable. Closing a deal gets you paid; and, if you're like most salespeople there's a rush of excitement that comes with the closing.
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