May 2023 – Creating the Course of a Conversation
Conversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information ...
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
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Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.
May 2023 – Get the Most Out of Networking
Networking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for ...
May 2023 – Special Guest John Christensen from FISH!
Peter Drucker once said – “Culture eats strategy for lunch.” The common topics of blogs and podcasts are often focused on retention, recruiting, and ...
May 2023 – Do I Need a Sales Coach?
Sales is a difficult and often lonely business. Despite all of those meetings, lunches and golf dates each salesperson, at the end of the day or week...
May 2023 – Mastering Resilience
Stress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when ...
Apr 2023 – Special Guest Floyd Carlson
What percentage of leaders in your career would you work for again? The typical response is less than 27% or “none of them!" And then there are thos...
Apr 2023 – Stop Focusing on the Customer Funnel
Often when salespeople concentrate on the sales process versus the customer experience, they increase customer dissatisfaction. People love to buy, t...
Apr 2023 – Secrets to Closing the Sale
In Glengarry Glen Ross, sales motivator, Blake, tells the sales team to “ABC – Always Be Closing. It’s close or hit the bricks.” And he represents wh...
Apr 2023 – Special Guest Anne Schoolcraft
Your mobile phone has an operating system. Your automobile runs on multiple circuits making up the operating system. Our belief system makes up our p...
Mar 2023 – Key Sales Challenges for 2023
We are almost to the end of the first quarter of the new year. For many sales professionals it has been a difficult start. Our economy is exhibiting ...