Sales: We All Have To Do It
As a small business owner, the word “clarity” may seem like a luxury. Gee, it would be nice to have some clarity about the direction of my business. I wish I had clarity about our business vision… it feels so different than when I started out. I wonder what it feels like to actually […]
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When I started coaching 10 years ago, I had been writing blogs and posting on social media consistently when I received a phone call out of the blue about my services. I had been coaching awhile, but most of my clients came from referrals. My content marketing worked. I received my first call. I then […]
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We’ve been deep into the planning cycle for some time, therefore much of the conversation now centers around execution. How are we going to accomplish our plans? Do we have the talent we need to achieve our goals? Is our sales effort primed and ready in order to execute our plans for the coming year? […]
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I look back over the last month in my calendar and I see hour after hour filled with appointments. I am a business coach and counselor, so I want appointments, right? Yes, but that is me working IN my business. The operational role I hold in my business is coaching and counseling. Just like an […]
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I admit that I have never held an outside sales position. Prior to owning my own business, my official sales experience consisted of a few retail jobs pre-college and selling an occasional block of cheese and wine pairing at a restaurant/market I once ran. Yes, I have managed sales teams. And in business you […]
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It was one week into the flood and I had already seen one grocery/convenience store owner thrown in jail for price gouging. On the other end of the spectrum, I had a call from a client where half of their workers didn’t show up to work, assumed to have found a more lucrative opportunity for […]
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Call this the trilogy of sales recruiting fundamentals. Our clients are often seeking help with recruiting and developing a sales team. As business owners seek sales talent that matches their business culture and produces strong results, they need to identify key characteristics that distinguish the best prospects for hire. Part one of the trilogy focused […]
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Last month I wrote about the single most important trait for effective sales professionals being Empathy, the ability to understand someone’s feelings when not openly expressed. If you missed it, here’s the link. But, there is not only one key to being an effective sales professional. Therefore we must understand additional attributes and behaviors to develop […]
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