I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me.  This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…

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Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…

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Start Filling Your Pipeline with This Simple Yet Effective 3-Minute Prospecting Tactic

If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time.  The best way to…

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For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting.  Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for new accounts or hunting within existing accounts,…

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Sales Training Objectives: Implementing a Successful Sales Program

We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…

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Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility

In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…

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The Only Prospecting Sales Strategy You’ll Need This Year

Warning: This article might just help sales leaders and sales reps work together to figure out the value that your company can bring to your customers. Proceed this prospecting sales strategy blog with caution! Working as a marketing executive for the last ten years, I have literally seen thousands of attempts from sales reps to…

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