The #1 Strategy to Growing Current Accounts | Sales Strategies

A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing accounts at the highest level possible in their marketplace to better serve them and provide more value.

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3 Truths about Selling to People

If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them. But travelling can also make us keen observers of human beings and how they do business with each other.

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The Key to Predictable Results | Sales Strategies

One of my clients chose “predictability” as their company’s 2020 theme. I thought that was a really laudable goal because, in choosing “predictability” as the theme, they created sales processes, territories, and named accounts to really give the sales team the focus they needed to produce predictable results. More importantly, what’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

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Hire Right – Fire Fast!

Stop hanging on to poor sales performers! It's becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe. Wondering if, perhaps, this is something you might be guilty of yourself?

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Steps to Take Now for Your Next Quarter | Sales Strategies

As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating their sales in the next period. The easiest way to start this process is by looking at your current sales velocity. 

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Your December To-Do List | Sales Strategies

As we approach the last few weeks of the year, salespeople often find themselves either coasting into the new year because they have accomplished their sales goals, or they find themselves pushing hard because they have struggled to reach their sales targets.

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