Sales Performance Blog

The Importance of PRESENCE in the Sales Process

Are you present with your clients? What the heck does that mean, anyway? To me, it means being “there” with a client and facilitating a conversation about THEIR needs as opposed to prematurely addressing YOUR products and services. Bringing real value to your clients requires a level of awareness and attention not all sales people demonstrate.

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Categories: Sales Training, Sales Enablement, Sales Coaching

Sales Insights from "Silicon Slopes"

I recently attended EY’s Entrepreneur of the Year Awards Gala in Salt Lake City. The evening was full of inspiring stories about bringing great ideas to life, overcoming adversity, and having a lot of fun. This year, as in previous years, the most impressive entrepreneurs were in the technology space. Each CEO had taken a disruptive idea and developed it into a product or solution that brought their company tremendous growth and unprecedented success.

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Categories: Sales Leader, Sales Enablement, Sales Tips

How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

Recently I was speaking with a friend about a significant reorganization that is happening at the company at which he works. When I asked him how he felt about this reorganization he told me he was very excited. His answered surprised me.  Most people going through this kind of change are more nervous than excited. His answer to my question about why he was so excited was very telling. His exact words were, “I won’t have to work for my current boss anymore!” 

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Categories: Sales Leader, Sales Tips, Sales Coaching

How Good Do You Want to Be?

“The electric light did not come from continuous improvement of candles.” - Oren Harari

I have had the amazing opportunity to work with high-performing sales teams from around the world for almost 20 years and there is one characteristic that sets the top performers apart. It’s discipline. Top performers have the discipline to learn, practice, prepare, execute with excellence, manage time, follow up, and seek honest feedback for improvement.

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Categories: Sales Leader, Sales Tips, Sales Coaching

Is Cold Calling Really Dead?

A sale isn’t something you pursue; it’s what happens to you while you are immersed in serving your customer.” —Anonymous

You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. 

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Categories: Sales Enablement, Sales Tips, Sales Coaching

It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

Is quota an incentive or a disincentive?

If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to work harder and longer than they otherwise would. Clearly, we achieve more because of goals.

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Categories: Sales Training, Sales Enablement, Sales Tips, Sales Coaching

Sales and Marketing...Why Can't We Just Get Along?

Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war and Sales fights the ground war – but both are often miles apart in their targets and execution.

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Categories: Sales Training, marketing, Sales Tips

How to Fund Your Sales Transformation: Fire the Underperformers

As sales leaders, we spend a lot of time trying to develop the bottom 20% and turn them into capable salespeople. We send them off to two-day sales training seminars, have them take expensive sales assessment tests to confirm our suspicions, offer them self-help books, schedule countless one-on-ones, join them on sales calls and devote hours to documenting their performance.

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Categories: Sales Leader, Sales Training, Sales Transformation

Tales from the Other Side...

As marketing director for FranklinCovey’s Sales Performance Practice, I am inundated with emails from every imaginable provider of marketing services from search optimization firms to the latest account-based and content marketing software. I see it all and I see it every single day. I must be on more than 1,000 nurture tracks – no lie.

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Categories: Sales Training, sales performers, Sales Tips

What Good Looks Like...From a Buyer's Perspective

It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle. To do this, we need to understand their thinking and requirements by asking meaningful questions and providing relevant insight throughout the buying experience.

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Categories: Sales Tips, Sales Coaching